Associate Manager, Banking Alliances

Razorpay Software Limited; Bengaluru; On-site; INR 1,400,000 - 2,200,000; Full time

Job summary

Razorpay Software Limited in Bengaluru seeks a dynamic partnerships professional to expand merchant acquiring partnerships, collaborate with banks and fintechs, and drive growth. The role requires active engagement across cross-functional teams, strategic thinking, and regional travel to nurture key banking relationships.

You will help design and implement bank-led distribution for local payments, work on GTM strategies, and ensure scalable onboarding and collaboration with partners while

Qualifications

• 2-3 years total experience, with 4+ years in merchant acquiring (gateways, networks, banks, or fintechs).
• Established and existing 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 ability to work independently in a fast-paced environment with a track record of partnerships/alliances that drive results.
• Ability to run technical conversations with banks to drive discovery and solutioning.
• Analytical capability to handle technical, contractual and financial aspects of the business.
• Strategic thinker who can influence cross-functional teams to drive outcomes.
• Willingness to travel regionally to meet banks/merchants through banking partners.

Responsibilities

• Identify and collaborate with ecosystem players to discover and co-build products with Fintechs, Banks, and partners.
• Map, develop and drive relationships with key influencers for assigned banks.
• Deliver against volume, revenue, penetration and growth targets for identified partner banks.
• Identify partnership opportunities within existing/new banking relationships.
• Design banking partnerships as a distribution channel for local payments acquiring, aiming to scale and own P&L of north-headquartered banks.
• Liaise with cross-functional teams to ensure required customizations are prioritized.
• Drive Razorpay\u2019s GTM strategy via bank-led routes and explore new use cases like omnichannel and cross-border payments.
• Develop implementation plans across alliance life cycles for banks/PSPs; define metrics for alliances.

Skills

Merchant acquiring

Bank partnerships

Analytical

Travel willingness

Tools

Payment gateways

Bank networks

Job description

Razorpay is one of India’s leading full-stack financial technology companies, powering the way businesses move, manage, and grow money. Founded in 2014 by Harshil Mathur and Shashank Kumar with a simple vision - to simplify payments for Indian businesses - we’ve since grown into a fintech powerhouse driving India’s digital payment revolution.

Razorpay powers millions of businesses with a smarter, scalable stack that goes beyond transactions to help them truly build and grow.

From building AI-native agentic payments, to AI-assisted fraud detection and real-time risk intelligence to automated reconciliation, smart payouts, and predictive financial insights, we are embedding intelligence across our stack to make money movement faster, safer, and more efficient. In close collaboration with ecosystem partners - including banks, networks, regulators - we are pioneering industry-first solutions that are shaping the next era of fintech

Across India, Singapore and Malaysia, our products span everything from seamless checkouts to payroll automation - powering a fintech ecosystem that’s redefining how money moves across Asia.

Today, that ecosystem supports everyone from early-stage startups to some of India’s largest enterprises, enabling them to accept, process, and disburse payments at scale while expanding into new ways of managing money more efficiently.

Our scale speaks volumes: Razorpay processes $180+ billion in annualized transactions, powering leading businesses like Airbnb, Facebook, WhatsApp, Airtel, CRED, BookmyShow, Zomato, Swiggy, Lenskart, Mirae Asset Capital markets, Indian Oil, National Pension Scheme - and over 100 of India’s unicorns. With strong roots in India and growing operations in Southeast Asia, we are shaping the next chapter of financial technology across the region.

We are backed by global investors including GIC, Peak XV Partners (formerly Sequoia Capital India & SEA), Tiger Global, Ribbit Capital, Matrix Partners, MasterCard, and Salesforce Ventures, having raised over $740 million to date. Strategic acquisitions - including Ezetap (POS and offline payments), Curlec (Malaysia expansion), BillMe (digital invoicing), and POP (rewards-first UPI) - along with earlier moves in fraud prevention, payroll, and lending, have further strengthened our platform and widened our footprint across Asia.

But what truly sets Razorpay apart is our culture. At Razorpay, ownership is our oxygen - you own what you build, with no micromanagement or red tape, just the runway to make your ideas fly. Learning is a lifestyle - if you’re curious, you’ll feel at home here. People > Pedigree - we hire for attitude, hustle, and hunger more than degrees. Transparency thrives over titles - this is where interns question CXOs and CXOs say “thank you.” Guided by our values of Customer First, Autonomy & Ownership, Agility with Integrity, Transparency, Challenging the status quo and a strong belief that Razorpay grows with Razors, you’ll be part of a 3000+ strong team building not just products, but the financial infrastructure of the future.

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 ans 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 bank-led route.
• Identify and pitch newer use cases such as Omnichannel (offline+online), Cross border payments, PPI, other solutions - via Bank partnership channel.
• Develop implementation plan across 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 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:

• 2-3 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 willingness to learn and adapt quickly
• Energetic self-starter with the ability to work independently in a fast-paced environment with 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, Operations to drive outsized business outcomes
• Willingness to travel regionally to meet with banks/large merchants acquired through the banking partners

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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