Manager – Channel Partnerships (Cross-Border Payments)

airpay payment services; India; On-site; INR 900,000 - 1,300,000; Full time

Job summary

Airpay Payment Services Pvt. Ltd is building Cross-Border Payments in India to serve exporters. The Manager – Channel Partnerships will identify, onboard, and scale partnerships that drive merchant acquisition through indirect channels, operating from a regional HQ and building partner networks across ecosystems.

This role requires high ownership, a strong network, and willingness to travel across regions to grow partner-led growth and collaborate with sales teams.

Qualifications

• 6–10 years of experience in channel partnerships, alliances or business development.
• Experience in payments/fintech/banking or export ecosystem preferred.

Responsibilities

• Identify and onboard channel partners (e.g., chartered accountants, export consultants, logistics providers, trade associations).
• Build and manage a structured pipeline of potential partners.
• Train and enable partners to identify and refer merchant opportunities and provide ongoing support.
• Drive partner-led acquisition and track partner-driven leads and revenue.

Skills

Channel partnerships

Business development

Payments industry

Networking

Job description

Job Title: Manager – Channel Partnerships (Cross-Border Payments)

Job Level: Mid-Level

Report to: Head Cross Border

Department: Cross Border Payments

Organization: Airpay Payment Services Pvt. Ltd (https://www.airpay.co.in/)

Location: Mumbai (West), Delhi NCR (North), Bangalore / Chennai (South), Kolkata (East)

Job Summary

Airpay is building its Cross-Border Payments business to serve exporters across India. The Manager – Channel Partnerships will be responsible for identifying, onboarding, and scaling partnerships that drive merchant acquisition through indirect channels. The role follows a hub-led, ecosystem-driven model, operating from a regional HQ and building partner networks across relevant ecosystems. This role is critical in building a scalable and cost-efficient acquisition engine to complement direct sales efforts.

Key Responsibilities

Partner Identification and Acquisition:

• Identify and onboard channel partners such as chartered accountants, export consultants, logistics providers, and trade associations.
• Build and manage a structured pipeline of potential partners.

Ecosystem Development

• Build relationships within local ecosystems connected to exporters.
• Establish presence in trade networks and business communities.

Partner Enablement

• Train and enable partners to identify and refer relevant merchant opportunities.
• Provide tools and ongoing support.

Revenue And Acquisition Ownership

• Drive partner-led acquisition across exporter segments.
• Track partner-driven leads, conversions, and revenue contribution.

Regional Coverage

• Operate from the assigned regional HQ.
• Travel to engage partners and strengthen relationships.

Collaboration With Sales

• Work closely with sales teams to convert partner leads.

Performance Management

• Track partner productivity and develop partner tiers.

Market Intelligence

• Track competitor strategies and gather ecosystem insights.

Required Qualifications

• 6–10 years of experience in channel partnerships, alliances, or business development.
• Experience in payments, fintech, banking, SaaS, or export ecosystem preferred.

Skills And Experience

• Strong relationship-building and networking skills.
• Ability to manage and influence external partners.
• Structured approach to building partner programs.
• High ownership and execution mindset.
• Willingness to travel across regions.