Manager - Enterprise Partnership

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. 

Razorpay is looking for a highly driven Enterprise Partnerships Manager to join the Channel Partnership team and lead the growth of our payout solutions under RazorpayX (https://razorpay.com/x/). This is a high-impact individual contributor role responsible for identifying, engaging, and scaling strategic partnerships with enterprise-level channel partners, including chartered accountants, business consultants, and building ecosystem.

The role focuses on enabling Indian businesses to adopt RazorpayX’s payout solutions — including business banking, payroll, vendor payments, and more — while playing a strategic role in reimagining money movement needs for companies across the country.

You will work cross-functionally with Product, Marketing, and other teams to drive partner success, while continuously improving engagement and conversion strategies. This is an opportunity to build scalable initiatives in a fast-evolving fintech ecosystem.

Key Responsibilities:

• Identify and onboard high-potential enterprise channel partners across the country.
  
  
• Build and nurture strong relationships with Enterprise Partners, consultants, aggregators, ERP Partners and overall HR & Fintech Ecosystem to drive RazorpayX adoption.
  
  
• Drive partner engagement initiatives to increase mindshare, product understanding, and transaction volumes.
  
  
• Develop and implement scalable partnership programs that directly impact business growth.
  
  
• Track partner performance metrics and proactively identify opportunities for growth, retention, and upsell.
  
  
• Collaborate with internal teams (Sales, Marketing, Product, and Operations) to tailor value propositions, campaigns, and co-marketing efforts.
  
  
• Represent Razorpay at relevant industry events, conferences, and partner forums to increase visibility and build networks.
  
  
• Stay updated on industry trends, competitor landscape, and new business models that can influence our partner strategy.
  
  
• Travel domestically up to 50% to meet partners and attend strategic events.
  
  

Mandatory Qualifications:

• Minimum 6 years of experience in enterprise partnerships, B2B sales, or strategic alliances, preferably in fintech, SaaS, or banking tech.
  
  
• Strong understanding of the partner ecosystem, consultants, resellers and aggregators.
  
  
• Demonstrated success in building and scaling strategic partnerships with a clear ROI.
  
  
• Strong communication, negotiation, and stakeholder management skills.
  
  
• Ability to work independently in a fast-paced, evolving environment.
  
  
• Strong analytical mindset and structured problem-solving approach.
  
  
• Willingness to travel extensively across India for partner meetings and events.