Analyst, Banking Alliances

About this job

The Analyst, Banking Alliances role at Razorpay Software Private Limited involves managing relationships with banks, financial institutions, and government bodies to drive payment gateway business growth in Bengaluru. Razorpay is a leading full-stack financial technology company powering digital payments across Asia through automated reconciliation, smart payouts, and AI-assisted tools. A normal day in this role involves prospecting high-value merchants, leading commercial negotiations with regional and cooperative banks, coordinating bank partnerships for faster onboarding, managing government relations for utility and tax payment adoption, structuring large deals, and tracking competitor activity with internal teams.

Responsibilities

• Own end-to-end sales of payment gateway solutions to merchants and institutions in the assigned location.
• Build and maintain strong relationships with regional banks, NBFCs, and nodal banking partners.
• Lead commercial negotiations regarding MDR, settlement cycles, and credit limits with financial institutions.
• Develop and manage relationships with government bodies and PSUs for digital payment adoption in public services.
• Lead pricing discussions and commercial structuring for large strategic deals.
• Collaborate with internal product, risk, and finance teams to create customized merchant proposals.
• Track competitor activity, pricing trends, and provide pipeline reports to regional leadership.

Requirements

• 4 to 8 years of experience in Payment Gateway, Fintech, or Banking sales.
• Deep understanding of payment gateway infrastructure including acquiring banks and settlement flows.
• Proven track record of commercial negotiation with banks or financial institutions.
• Experience managing or engaging with government bodies or PSUs for payments or fintech solutions.
• Strong hunter mentality with a consultative sales approach.
• Excellent communication, relationship management, and stakeholder influence skills.

Good to have

• Prior experience working in or extensively covering the assigned strategic location.
• Existing network of merchants, bank officials, or government contacts in specific regional cities.
• Familiarity with RBI payment regulations, PCI-DSS, and digital payment policies.
• Understanding of GST, e-invoicing, or government payment use cases.

Who should apply

This role suits professionals with a strong background in fintech sales, banking alliances, and government relationship management. Candidates who possess a deep understanding of payment gateway infrastructure, excellent commercial negotiation skills, and a proven track record of driving merchant acquisition will find this position a great fit. If you have 4 to 8 years of relevant experience and thrive in a fast-paced technology environment, you should apply.

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