Job Description for Senior Manager Sales

Preferred Experience: 12-15 years

Work Location: Mumbai

Reports to: Global Chief Operating Officer

About RS Software

RS Software builds global, national and enterprise payment platforms, and has presence in four continents. The product suite combines with knowledge systems built over 30 years, delivering mission-critical payment solutions that combine innovation and entrepreneurship to create the new gold standard for digital payments. With approximately 40% of the global digital payment volumes in 2021 processed on platforms built by RS Software, the vision is to deliver Payments at the Speed of Thought.

RS Software is focused on the global payments modernization market, providing large-scale, high-performance payment systems, serving central Infrastructures, financial institutions, payment network providers, payment processors and software companies providing products to the payment industry. The company's product suite offers ISO 20022 ready, open payments architecture using a cloud-based microservices framework - optimizing costs, seamless integrations with commoditized products, and accelerates the pace of adoption.

The company's solutions today are installed in 12 of the top 20 banks in India, and the four major platforms built by RS Software cumulatively process annually 350+ billion transactions world-wide, giving the company a rare track record in the payments domain. RS Software's product suite is getting recognized in some important markets, which is creating strategic partnerships, the foundation for the company's long-term growth.

RS Software has bult India's digital payment infrastructure, the three major payment platforms, which are transforming the lives of a billion+ people.

Instant digital payment platform (UPI)
Bill payment platform - Bharat Bill Payment System (BBPS)
Enterprise Fraud and Risk Management (EFRM)

Why RS Software

RS provides a unique experience of engaging in some world class product development and prestigious large scale payment platforms that caters to billions of people
We provide opportunity to learn and develop high throughput transaction processing systems
RS Software is one of the few technology and payment solutions providers where talented individuals have the opportunity to work on cutting-edge, complex, and mission-critical IT projects. We offer ample career opportunities to hardworking and skilled employees.
Our Talent Management Program is specifically designed to identify the interests of each employee and match them with suitable career paths within their desired domains, allowing them to make the best possible use of their skillsets in reaching their goals.
We invest in the knowledge and skill development of our employees with RS School of Payments the industry's most comprehensive training platform. There are three main areas of focus that the Academy and School address: current technology skills, professional development and payments domain knowledge.
Our customized training program, well-defined career mapping process and comprehensive appraisal system is designed to help every employee achieve their goals.
To address the challenges of relocation, we offer employees coming from other regions reimbursement for expenses associated with their moves as well as complimentary interim facilities, such as guesthouse accommodations, to ease the transition. We also assist employees with finding suitable housing.

Position Summary:

RS Software is seeking an experienced dynamic, results-driven Senior Sales Manager to grow our digital payments product sales footprint across India. This is a strategic individual contributor role focused on acquiring new clients and expanding business with existing accounts through a consultative and value-driven sales approach.

The ideal candidate brings a deep understanding of the Indian payments ecosystem, regulatory frameworks, digital payment trends, and possesses strong relationships with banks, payment processors, fintechs, and regulators. Candidate should be carrying a consistent track record of exceeding revenue targets in enterprise B2B product sales.

Key Responsibilities:

Market Expansion & Revenue Growth

Develop and execute a go-to-market strategy aligned with India's digital payments landscape and the product offerings from RS Software
Identify, engage, and convert target accounts to build a high-quality pipeline
Prioritise product-led revenue with clear focus on profitability and recurring business models
Deliver consistent performance against defined quarterly and annual sales targets

Sales Execution & Pipeline Management

Own the end-to-end sales cycle from lead generation and qualification to closure
Build, manage, and convert a healthy pipeline of opportunities using structured sales processes
Prepare compelling proposals, RFP responses, and business cases that communicate product value

Sales Strategy & Business Planning

Contribute to regional business planning and budgeting cycles
Design and implement data-driven sales strategies aligned with industry trends, competitive positioning, and regulatory dynamics
Own the execution and achievement of sales outcomes on a sustained basis

Organic Growth & Account Expansion

Build and nurture long-term relationships with key stakeholders and decision-makers within client organisations
Understand clients payment processing needs and deliver tailored, high-value solutions
Grow revenue within existing accounts year-over-year by increasing wallet share and customer advocacy
Convert clients into reference accounts and brand ambassadors

New Business Acquisition

Leverage existing relationships with Tier 1 banks, credit unions, fintechs, government-regulated entities etc.
Identify and engage with public-sector organisations involved in payment system innovation, digital infrastructure, or financial inclusion initiatives
Use a consultative and product-led sales approach to generate leads, build opportunities, and drive conversions
Develop detailed win strategies, lead proposals, and own the end-to-end RFP process
Deliver compelling product presentations and demonstrations to C-level and executive stakeholders

Market Intelligence, Sales Collateral & Commercials

Provide timely and actionable market insights, including competitor activity and regulatory changes
Actively contribute to product positioning and messaging based on client feedback and industry trends
Liaise with product and delivery teams to ensure a seamless client experience

Channel & Strategic Partnerships

Identify and engage with potential channel or strategic partners to drive indirect revenue
Ensure partner alignment with RS Software's go-to-market approach
Mentor and enable partners where needed to ensure value-based selling and customer success

Product Knowledge & Thought Leadership

Maintain deep understanding of RS Software's digital payments portfolioincluding product features, value propositions, and integration capabilities
Stay abreast of competitor offerings, emerging technologies, and evolving customer needs
Provide clients with strategic insights and guidance on industry shifts and solution applicability

Cross-functional Collaboration

Collaborate closely with internal teamsMarketing, Product, Delivery, Pre-Sales, Research, and Customer Successto ensure seamless client experience
Operate effectively across time zones and cultures, driving internal alignment and client value
Share client feedback regularly to inform product enhancements and innovation priorities

Sales Reporting & Forecasting

Maintain regular cadence of reporting, pipeline reviews, and coaching interactions with sales leadership
Use CRM tools and defined processes to track leads, opportunities, forecasts, and performance metrics

Qualifications

Proven experience as a Sr. Sales Manager (or equivalent) in the digital payments or enterprise fintech sector
Demonstrated success in product-led sales, ideally in complex B2B environments
Strong domain expertise in digital paymentsincluding Real-time Payments, Bill Payments, Overlay Services, Fraud and Risk Management, Merchant Acquiring, Cross-border Payments, and Payment Modernisation
Existing relationships and strong network within India Tier 1 banks, credit unions, central infrastructure operators, financial institutions, and fintechs
Experience with government and Banking procurement processes
Excellent presentation, negotiation, and stakeholder management skills
Proven track record of meeting or exceeding revenue targets through solution selling
Strong collaborator with a bias toward teamwork and cross-functional success
Bachelor's or higher degree in Business, Marketing, Finance, or a related field

Preferred Attributes

Entrepreneurial mindset with a high sense of ownership
Strong influencing and stakeholder management capabilities
Ability to operate in a fast-paced, matrixed, and outcome-driven culture
Commitment to integrity, transparency, and customer-centricity

Performance Metrics

Includes but is not limited to

Achievement of monthly, quarterly, and annual sales targets
Year-on-year growth from existing clients
Increase in wallet share across accounts
Product-to-services revenue ratio improvement
Winloss ratio across opportunities
Cross-functional teamwork to ensure delivery and adoption
Pipeline velocity, coverage, and forecast accuracy

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