Manager, Banking Alliances

The Role -

This role plays a critical function in building and maintaining positive relationships with government officials, special banks, policymakers, and regulatory bodies to support sales initiatives and market expansion. This position focuses on understanding and navigating complex regulatory landscapes to facilitate business development opportunities and ensure compliance with applicable laws and regulations. Sitting within the Banking and Alliances function, this role demands a proactive professional who can champion Razorpay's solutions, drive policy advocacy, and unlock new digitization opportunities within government ecosystems.

Key Responsibilities:

• Collaborate with sales leadership to develop strategic plans for market expansion, customer acquisition, and revenue generation, taking into account regulatory risks and opportunities in target markets
• Cultivate and maintain strategic relationships with government officials, trade associations, and regulatory agencies at the state and central ministry level to facilitate partnerships and market entry.
• Represent Razorpay in meetings and industry forums to communicate sales-related priorities, coordinate responses to inquiries from government agencies, and participate in regulatory consultations.
• Drive the execution of government-focused go-to-market initiatives by supporting the development of sales proposals, commercial pitches, and complex RFP/RFI responses with deep insights into regulatory environments.
• Serve as a subject matter expert in Government Sales, preparing briefing materials and conducting workshops to educate internal stakeholders, external partners, and customers on fintech regulatory matters and product offerings.
• Monitor legislative developments and analyze proposed policies to assess their potential impact on sales strategies, collaborating internally to advocate for policies that promote market access and facilitate growth.

Mandatory Qualifications-

• Experience: 5–7 years of proven experience in government sales/consulting, relationship management, or regulatory compliance within the Fintech industry, financial services, or related technology sectors.
• Skills: Deep understanding of B2G sales processes, strategic planning, complex stakeholder negotiation, and policy analysis. Strong knowledge of regulatory frameworks impacting sales activities (e.g., consumer protection, data privacy, financial regulations).
• Tools: Proficiency in CRM platforms, project management/pipeline tracking software, and commercial proposal workflows.

AI & Digital Competency

Applied AI Knowledge: Practical experience leveraging Large Language Models (LLMs like ChatGPT or Claude) to automate policy summarization, draft regulatory correspondence, and synthesize complex government RFPs and legislative updates.

Process Automation: Demonstrated judgment and ability in identifying manual bottlenecks in public sector bidding workflows and adopting AI/automation tools to drive operational scale and improve go-to-market speed.