Manager - Banking Alliances

Job Description 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 B2B 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 200Mn+ 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 RazorpayX, 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 $700M+ 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, RazorpayX, 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: https://razorpay.com/payment-gateway/ RazorpayX: Razorpay is reimagining how businesses manage money by simplifying business banking with RazorpayX. 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: https://razorpay.com/blog/what-is-a-neobank/ , and https://razorpay.com/blog/category/business-banking/. 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: https://razorpay.com/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 the bank-led route. Identify and pitch newer use cases such as Omnichannel (offline+online), 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 of existing alliances Facilitate seamless onboarding of Razorpay as a Vendor / Customer in the bank's 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 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: 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 the North 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 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, and Operations, to drive outsized business outcomes Willingness to travel regionally to meet with banks/large merchants acquired through the banking partners Location: Gurgaon