Senior Manager- Banking Alliances
Location
Bangalore | India
Job description
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 The role involves working closely within a mapped set of Banks/partners/fintechs and key accounts for relationship management and to evangelize the issuing suite of products targeted at the unique challenges covering these banks from an issuing, activation, portfolio, and success rate perspective.
Targets will include revenue and product penetration.
Roles And Responsibilities - Responsible for a portfolio of alliance partner banks/ fintechs to drive sign-ups for issuing stack BU solutions, viz. Tokenization, Mandate, Push provisioning, Loyalty, ACS and Prepaid program management, processing, as well as to drive acquisition and activation of new bank/fintech partners to ensure business growth of the channel.
- Handling / building a team for the accounts / key banks being managed and driving the assigned targets through the team in the assigned banks.
- Drive pre sales, commercial negotiations, agreements, customer delivery and implementation of the said solutions across mapped set of banks/fintechs
- Define metrics / measurements for monitoring the performance and effectiveness of the existing alliances.
- Deliver against volume, revenue, product penetration, and growth targets for the identified and assigned partner banks/fintechs.
- Map and develop strong working relationships with key influencers/senior decision makers and business heads for the assigned banks. It should include mapping the various teams in the assigned banks thoroughly and plotting them out.
- Ensure higher level of engagement with the banks for the sell with, sell to, and sell through strategies of Razorpay.
- Facilitate seamless onboarding of Razorpay as a Technology partner / Customer in the bank's ecosystem, as well as ensure set-up on system and its complete alignment across departments
- Identifying the market opportunities using business analytics and pitching unique new customer flows/ solution opportunities for key categories/verticals combining Razorpay complete suite of products across payment gateways
- Ensuring adherence to a well-defined process of tracking the leads generated from the various partners, participating in RFP's, preparing pitch decks, reporting them to the internal MIS for monitoring progress.
- 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. Managing internal closure with cross-functional departments like Legal, Finance etc.
- Drive preference for Razorpay as a partner within the Issuing ecosystem of banks/fintechs
- Liaising with other cross-functional teams like Solutions, Product, etc. to ensure that we deliver on required customizations by sizing up the opportunity and creating projections which is a driver in taking such calls.
- Work closely with the Product team to identify the TSP opportunities in the assigned banks and be an effective liaison with the product / solutions team to build technology solutions
Required Skills - 6+ years of overall experience of which 4-6 years in the ACS/Processing/ Issuing fintech or Banks space either with Payment processors, Banks or Fintech companies would be given high preference.
- Established and existing networks with banks both public as well as private sector would be a definite advantage.
- Excellent written and verbal communication skills, comfort with Microsoft Office Suite, specifically Excel.
- Adeptness in using Salesforce effectively would be an added advantage.
- Business and commercial acumen and customer orientation.
- Proven expertise in digital transformation and the use of technology to simplify business processes and improve customer experience. comfortable with consultative and solution selling as well as Legal/contracts and commercial negotiations.
- High energy team player with willingness to learn and adapt quickly.
- Ability to work independently with a proven track record of creating and executing partnerships / alliances that drive measurable business results.
- Data-driven thinking and an affinity for numbers, MIS.
- Able to engage in a basic technical conversation with the bank to understand their requirements
- Ability to thrive in a fast-paced, fluid, and collaborative environment
- Analytical capability to deal with the technical, contractual, and financial aspect of the business
- Project management experience and ability to handle multiple time-sensitive projects and competing priorities.
- Ability to effectively think strategically and influence cross-functional teams, such as Operations, Solutions, Product etc. so as to have the required prioritization accorded.
- Willing to travel to meet with banks / fintechs across locations.
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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