Manager - Banking Alliances

Job Description

Razorpay is seeking a proactive Strategic Banking Partnerships Manager to drive collaboration with banks, fintechs, and ecosystem players to co-create market-driven products. This role involves mapping and developing strong relationships with key influencers, delivering volume and revenue targets, and scaling distribution channels for payments acquiring businesses.

Key Roles and Responsibilities:

• Ecosystem collaboration: Identify and collaborate with ecosystem players to discover and co-build products for the market (Fintechs, Banks, Partners, etc)
• Map, develop and drive strong working relationships with key influencers for the assigned banks.
• Deliver against volume, revenue, penetration and growth targets for the identified and assigned partner banks.
• Identify partnership opportunities within existing/new banking relationships.
• Design banking partnerships as a distribution channel for local payments acquiring business, with an aim to scale while owning P&L of north headquartered banks.
• Liaise with other cross-functional teams like Solutions, Product etc. to ensure that we deliver on required customizations by sizing up the opportunity and getting it prioritized appropriately
• Understand subvention and other applicable models and drive Razorpay’s GTM strategy via bank-led route.
• Identify and pitch newer use cases such as Omnichannel (offline+online), Cross border payments, PPI, other solutions - via Bank partnership channel.
• Develop implementation plan across alliance life cycle for the assigned portfolio of banks/PSPs
• Define and own metrics for monitoring the performance & the effectiveness of existing alliances
• Facilitate seamless onboarding of Razorpay as a Vendor / Customer in the bank’s ecosystem as well as ensure set-up on system and its complete alignment across departments
• Collaborate with cross-functional stakeholders including leadership, strategy, marketing, and design teams to ensure seamless execution of business launch and scale-up
• Ensuring that the engagements are well formalized with the partner banks by way of agreement(s) and agreed base rates and mark-ups applicable, if any.
• Also taking care of internal closure with cross-functional departments like Legal, Finance etc.

Mandatory Qualifications:

• 6-10 years of overall experience with either Payment Gateways, Networks, Banks or Fintech companies.
• Established and existing network with banks (public + private) and networks in the North Region.
• High energy team player with willingness to learn and adapt quickly
• Energetic self-starter with the ability to work independently in a fast-paced environment with proven track record of creating and executing partnerships/alliances that drive measurable business results
• Ability to run technical conversations with the bank to drive problem discovery and primary-level solutioning
• Analytical capability to deal with the technical, contractual and financial aspects of the business.
• Ability to effectively think strategically and influence cross-functional teams, such as Solutions, Product, Operations to drive outsized business outcomes
• Willingness to travel regionally to meet with banks/large merchants acquired through the banking partners