Manager, Banking Alliances

Razorpay was founded by Shashank Kumar and Harshil Mathur in 2014. Razorpay is building a new-age digital banking hub (Neobank) for businesses in India with the mission is to enable frictionless banking and payments experiences for businesses of all shapes and sizes. What started as a B2B payments company is processing billions of dollars of payments for lakhs of businesses across India.

Key Roles and Responsibilities:

Ecosystem collaboration: Self-starter to 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. It should include mapping the various teams in the assigned banks thoroughly and plot them out to an organogram of the banks.
Deliver against volume revenue penetration and growth targets for the identified and assigned partner banks.
Identifying 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.
Liaising 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 Razorpays GTM strategy via the bank-led route.
Identify and pitch newer use cases such as Omnichannel (offlineonline) Cross-border payments PPI and other solutions - via Bank partnership channel.
Develop an implementation plan across the alliance life cycle for the assigned portfolio of banks/PSPs
Define and own metrics for monitoring the performance & the effectiveness ofexisting alliances
Facilitate seamless onboarding of Razorpay as a Vendor / Customer in the banks ecosystem as well as ensure set-up on the 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
Ecosystem collaboration: Self-starter to identify and collaborate with ecosystemplayers to discover and co-build products for the market (Fintechs Banks Partnersetc)

Ensuring that the engagements are well formalized with the partner banks by way ofagreement(s) and agreed base rates and mark-ups applicable if any. Also takingcare of internal closure with cross-functional departments like Legal Finance etc.

Mandatory Qualifications:

6-8 years of overall experience of which 4 years in Merchant acquiring space with either Payment Gateways Networks Banks or Fintech companies.
Established and existing network with banks (public private) and networks in theNorth Region.
High-energy team player with a willingness to learn and adapt quickly
Energetic self-starter with the ability to work independently in a fast-paced environment with a 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 andprimary-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 and Operations to drive outsized business outcomes
Willingness to travel regionally to meet with banks/large merchants acquiredthrough the banking partners

Location: Gurgaon