Director - Channel Partnerships

The Role:

As the Head of Partnerships, you will be responsible for developing and executing a comprehensive partnership strategy to help Razorpay grow its market share and enhance its product offerings. You will collaborate closely with internal teams such as Sales, Product, and Marketing, and play a key role in identifying, negotiating, and managing high-value partnerships with key players across the fintech ecosystem, including financial institutions, technology companies, startups, and enterprise clients.

Key Responsibilities:

• Develop Partnership Strategy: Lead the development and execution of Razorpay’s partnership strategy, focusing on both short-term and long-term opportunities across various verticals (e.g., fintech, SaaS, e-commerce).
• Identify and Secure Key Partnerships: Drive the end-to-end process of identifying, prospecting, negotiating, and closing high-value partnerships that contribute to the company's growth and revenue targets.
• Relationship Management: Establish and nurture strong relationships with potential and existing strategic partners, ensuring that Razorpay is positioned as a trusted and preferred partner.
• Cross-functional Collaboration: Collaborate with product, sales, marketing, and customer success teams to ensure seamless execution of partnership initiatives and integrations.
• Market Research and Analysis: Stay up to date on industry trends, competitor strategies, and new market opportunities. Leverage this information to identify areas for strategic growth and differentiation.
• Partnership Performance: Measure, track, and report on the success and ROI of partnerships, ensuring they align with Razorpay's strategic goals and deliver tangible business value.
• Contract Negotiations: Lead contract discussions, ensuring favorable terms, risk mitigation, and alignment with Razorpay’s business objectives.
• Team Leadership: Lead and mentor a team of partnership managers and executives, fostering a high-performance culture and driving team goals.

Qualifications:

• Experience: 12+ years of experience in business development, strategic partnerships, or a related field in the fintech, SaaS, or tech industry. At least 5 years of experience in a leadership role.
• Proven Track Record: Demonstrated success in building, managing, and scaling strategic partnerships with high-profile partners.
• Strong Network: Extensive network in the fintech, technology, and e-commerce industries with the ability to engage senior-level stakeholders and decision-makers.
• Negotiation Skills: Exceptional negotiation skills with the ability to structure complex partnership agreements and drive win-win solutions.
• Leadership Ability: Proven experience leading and managing a team, inspiring and motivating team members to deliver on ambitious targets.
• Strategic Thinker: Ability to think strategically and analytically, with a deep understanding of partnership economics and how to align them with broader business goals.
• Communication Skills: Excellent verbal and written communication skills, with the ability to articulate Razorpay’s vision and value proposition clearly and persuasively to external partners.