Manager - banking alliances

About Razorpay: Razorpay was founded by Harshil Mathur and Shashank Kumar in 2015. Razorpay is building a new-age digital banking hub (Neobank) for businesses in India. Our mission is to enable frictionless banking and payments experiences for businesses of all shapes and sizes. We started out as a B2 B payments company and today, we process billions of dollars of payments for lakhs of businesses across India. We are the leading payments provider in the country and have been the first to bring to market the most major innovations in the past 6 years. Razorpay enables businesses to accept, process, and disburse payments at scale. Razorpay currently processes multi-billion USD payments on an annualized basis, touching 200 Mn+ end customers through top clients like Airtel, Goibibo, Yatra, Ola, Swiggy, Zomato, Cred etc. We architect systems for the scale of not just one segment leader but 1000s put together. With more than a lakh clients, you would have definitely made a payment through Razorpay if you live in India. With the launch of Razorpay X, the company aims to become a leading provider of banking and payout products to businesses covering the gamut of current account, payroll, vendor payouts and many others. Over the past year, the company has disbursed loans worth millions of dollars in loans to thousands of businesses. The company has raised USD $700 M+ in funding till date from marquee investors like GIC, Sequoia Capital, Tiger Global, Ribbit Capital, Matrix Partners and many stellar angels. Our products: The Razorpay Product Suite today comprises verticals, along with Payment Gateway, like Payment Links, Payment Pages, Subscriptions, Smart Collect, Route, Razorpay Capital, Razorpay X, and Payroll. Payment Gateway: Razorpay is a full-sized payment solution that allows businesses to accept, process, and disburse payments within its product suite. The platform provides your business with access to payments via many modes such as credit card,debit card, Netbanking, UPI, and popular wallets. Companies are also able to monitor real-time data performance and insights to make informed business decisions. Read more at these places: Razorpay X: Razorpay is reimagining how businesses manage money by simplifying business banking with Razorpay X. It operates as a separate business unit with a laser-sharp focus on innovating in the Neo-Business Banking space and is currently in 0 to 1 stage. Read more at these places: , Razorpay Capital: Razorpay Capital is a lending platform that allows MSME’s to meet their cash flow challenges. Using Razorpay Capital, companies can manage financial challenges of their business through quick settlements and collateral-free loans. Read more at these places: The Role - We are seeking an experienced and highly motivated B2 B Payments Specialist with a strong sales acumen to join our growing team. This role is critical in expanding our market presence by acquiring and managing corporate clients, driving the adoption of B2 B payment solutions, and forging strategic partnerships. You will be closely working with Banks and Corporates to build solutions for B2 B Payments. Key Responsibilities: Corporate Acquisition & Relationship Management: Identify, prospect, and acquire new corporate clients across various industries, focusing on businesses with significant B2 B payment volumes. Build and maintain strong, long-term relationships with key decision-makers within client organizations. B2 B Deal Structuring & Closure: Lead the end-to-end sales cycle, from initial outreach to deal closure. This includes understanding client pain points, presenting tailored solutions, negotiating terms, and ensuring a seamless onboarding experience. Receivable & Payable Programs: Understanding how the program works and tie up with banks and fintech partners to close loop through payment gateway solution. Card Issuance & Payment Gateway Expertise: Leverage your understanding of card issuance programs (virtual cards, corporate cards, etc.) and payment gateway functionalities to craft integrated solutions for clients. Solution Design & Customization: Collaborate with product and technology teams to propose and develop customized payment solutions that address specific client requirements and industry nuances. Market Intelligence: Stay abreast of industry trends, competitive landscape, and regulatory changes within the B2 B payments space, particularly in India. Sales Targets & Reporting: Consistently achieve and exceed assigned sales targets and KPIs. Banking Alliances: Work closely with Issuing and Acquiring teams of banks to close large deals. What You Bring: Proven Sales Experience (6-10 Years): A strong track record of success in B2 B sales roles, specifically within the financial services or fintech industry, with a focus on corporate clients. B2 B Payments Domain Expertise: In-depth understanding of the B2 B payments landscape, including corporate treasury functions, supply chain finance, accounts receivable, and accounts payable processes. Experience in Acquiring & Managing Corporates: Demonstrated ability to identify, engage, and manage relationships with large and mid-sized corporates. Deal Structuring Prowess: Proven experience in structuring complex B2 B deals, including those involving payment programs, card issuance, and payment gateway solutions. Strong Communication & Negotiation Skills: Excellent verbal and written communication, presentation, and negotiation skills. Ability to articulate complex solutions clearly and persuasively. Client-Centric Approach: A passion for understanding client needs and a commitment to delivering exceptional value. Self-Motivated & Target-Driven: Highly organized, results-oriented, and able to work independently as well as part of a team in a fast-paced environment. Educational Qualification: Bachelor's degree in Business, Finance, Marketing, or a related field. MBA is a plus.