Manager, Banking Alliances

Overview

Manager, Banking Alliances at Razorpay to identify, pitch, negotiate, and close new bank/NBFC/fintech partnerships for loyalty, co-brand cards, gift cards, and an ads/media network (RMN).

What you'll do

• Prospect and open conversations with banks, NBFCs, and fintechs to sell Razorpay’s loyalty, co-brand card, gift card, and RMN propositions.
• Build and pitch commercial proposals, BRDs, and CVP decks tailored to bank portfolios, segments, and P&L goals.
• Drive the full sales cycle from prospecting and pitching through negotiation, contracting, and closure.
• Find upsell and cross-sell opportunities within existing bank relationships, including new benefit categories and audiences.
• Serve as the senior Razorpay point of contact for assigned bank partners across the deal lifecycle.
• Negotiate commercial terms, pricing, and contractual scope with coordination from Legal, Finance, and Product.
• Oversee select escalations/renewals (~10% light-touch farming) where a commercial decision is required.

What you'll need

• 5–8 years of experience in BFSI sales, bank/NBFC partnerships, card network alliances, or fintech business development.
• Demonstrable track record of hunting and closing new B2B/B2B2C deals with banks or financial institutions.
• Strong commercial acumen to build P&Ls, pricing models, and business cases for bank stakeholders.
• Excellent stakeholder management and negotiation skills with senior bank decision-makers (VP/AVP and above).
• Comfort working cross-functionally with Product, Legal, Finance, and Engineering to take a deal to go-live.
• Self-starter with a bias for outbound hunting instead of only responding to inbound demand.

Nice to have

• Prior exposure to loyalty/rewards, co-brand cards, gift cards, payments, or banking ecosystems.

Details

• Location: Bengaluru.
• Farming responsibility: light-touch oversight (~10%).