Senior Manager-Banking Alliances-Mumbai

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.

We are a full-stack financial services organisation, committed to helping Indian businesses with comprehensive and innovative payment and business banking solutions built over robust technology to address the entire length and breadth of the payment and banking journey for any business. Over the past year, we've disbursed loans worth millions of dollars in loans to thousands of businesses. In parallel, Razorpay is reimagining how businesses manage money by simplifying business banking (via Razorpay X ) and enabling capital availability for businesses (via Razorpay Capital ).

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 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
• Ecosystem collaboration: Self-starter to identify and collaborate with ecosystem players to discover and co-build products for the market (Fintechs, Banks, Partners, etc)
• 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:

• Overall experience in Merchant acquiring space 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

Location: Mumbai