Manager - Enterprise Partnerships

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. 

The Role:

We are looking for a dynamic and strategic partnerships professional to drive global large enterprise merchant partnerships for our international banking loyalty programs. This role will be responsible for identifying and onboarding high-value merchants across India, APAC, and CEMEA markets, crafting impactful program constructs, leading commercial negotiations, and ensuring seamless merchant integration and management.

 

Key Responsibilities:

1. Merchant Acquisition & Program Design

• Identify and onboard top-tier global and regional merchants across retail, travel, hospitality, dining, and lifestyle sectors.
• Develop and structure customized loyalty program constructs that align with banking partners' goals and consumer behavior.
• Assess market trends and customer insights to optimize merchant offers and benefits within the loyalty program.

2. Commercial Negotiation & Onboarding

• Lead end-to-end commercial discussions, negotiations, and contract closures with merchants.
• Define revenue models, incentive structures, and merchant discount frameworks to ensure program profitability.
• Oversee merchant onboarding and integration, working closely with internal product and tech teams for seamless execution.

3. Merchant Relationship Management

• Serve as the key account manager for onboarded merchants, ensuring long-term engagement and value realization.
• Track program performance, analyze merchant contribution, and optimize offerings to enhance customer engagement.
• Resolve operational challenges, ensure compliance with banking/fintech regulations, and drive continued innovation in loyalty offerings.

4. Cross-functional Collaboration

• Work closely with internal teams, including banking partnerships, product, marketing, and operations, to ensure smooth execution of programs.
• Collaborate with global stakeholders to scale successful merchant programs across different geographies.
• Provide insights on regional consumer spending trends and competitive benchmarking to refine program strategies.

What We’re Looking For:

• 3+ years of experience in merchant partnerships, business development, or strategic alliances in banking, fintech, or loyalty program domains.
• Strong understanding of banking loyalty programs, card-linked offers, and merchant-funded benefits.
• Expertise in commercial negotiations and structuring high-impact partnerships with large enterprises.
• Experience working across India, APAC, and CEMEA markets, with deep knowledge of regional merchant ecosystems.
• Ability to work in a fast-paced, cross-functional environment with a strategic and execution-focused mindset.
• Strong analytical skills with the ability to derive data-driven insights and optimize partnership performance.
• Excellent communication, stakeholder management, and problem-solving skills.

Location: Bangalore