Associate Manager, Banking Alliances

About the Role

Associate Manager, Banking Alliances at Razorpay.

Key Responsibilities

• Ecosystem collaboration: Identify and collaborate with ecosystem players (Fintechs, Banks, Partners) to discover and co-build products for the market.
• Map, develop, and drive strong working relationships with key influencers for assigned banks, including mapping teams and creating organizational charts.
• Deliver against volume, revenue, penetration, and growth targets for identified and assigned partner banks.
• Identify partnership opportunities within existing/new banking relationships.
• Design banking partnerships as a distribution channel for local payments acquiring business, scaling while owning the P&L for north headquartered banks.
• Liaise with cross-functional teams (Solutions, Product) to ensure delivery of required customizations by sizing opportunities and prioritizing them.
• Understand subvention and other applicable models and drive Razorpay’s Go-To-Market strategy via a bank-led route.
• Identify and pitch newer use cases such as Omnichannel (offline+online), Cross border payments, PPI, and other solutions via the bank partnership channel.
• Develop implementation plans across the alliance life cycle for the assigned portfolio of banks/PSPs.
• Define and own metrics for monitoring the performance and effectiveness of existing alliances.
• Facilitate seamless onboarding of Razorpay as a Vendor/Customer in the bank’s ecosystem and ensure system setup and alignment across departments.
• Collaborate with cross-functional stakeholders (leadership, strategy, marketing, design) for seamless execution of business launch and scale-up.
• Ensure engagements with partner banks are formalized through agreements, including agreed base rates and mark-ups.
• Manage internal closure with cross-functional departments like Legal and Finance.

Requirements & Tech Stack

• Merchant acquiring space experience with Payment Gateways, Networks, Banks, or Fintech companies.
• Established 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.
• Proven track record of creating and executing partnerships/alliances that drive measurable business results.
• Ability to run technical conversations with banks to drive problem discovery and primary-level solutioning.
• Analytical capability to deal with technical, contractual, and financial aspects of the business.
• Ability to think strategically and influence cross-functional teams (Solutions, Product, Operations) to drive business outcomes.
• Willingness to travel regionally to meet with banks and large merchants acquired through banking partners.

Qualifications

• 2-3 years of overall experience.
• 4+ years of experience in the merchant acquiring space.