Banking Alliances Manager

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.

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).

The Role - We are seeking an experienced and highly motivated B2B 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 B2B payment solutions, and forging strategic partnerships. You will be closely working with Banks and Corporates to build solutions for B2B Payments.

Key Responsibilities:

• Corporate Acquisition & Relationship Management: Identify, prospect, and acquire new corporate clients across various industries, focusing on businesses with significant B2B payment volumes. Build and maintain strong, long-term relationships with key decision-makers within client organizations.
• B2B 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 B2B 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 B2B sales roles, specifically within the financial services or fintech industry, with a focus on corporate clients.
• B2B Payments Domain Expertise: In-depth understanding of the B2B 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 B2B 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.

Location - Mumbai

Grade - Manager

Razorpay believes in and follows an equal employment opportunity policy that doesn't discriminate on gender, religion, sexual orientation, colour, nationality, age, etc. We welcome interests and applications from all groups and communities across the globe.
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