The Role
The Partnerships Manager exists to accelerate Razorpay's partner-driven growth, specifically focusing on XPayroll and Corporate Cards. This role solves the critical business problem of scaling top-of-funnel reach and maximizing partner-attributed revenue through direct ecosystem engagement. Operating at a strategic leadership level as a player-coach, you will own the channel revenue, build a high-performing partnerships team, and align cross-functionally to ensure Razorpay remains the definitive recommendation among CA networks, HR practitioners, and tech integrators.
Roles & Responsibilities
- Partner Acquisition & Growth: Own outreach, onboarding, and activation of new partners (CAs, HR consultants, tech partners) while developing engagement frameworks and co-sell plays to deepen relationships and consistently exceed quarterly acquisition targets.
- Community & Implementation Programs: Build market credibility by designing community programs (webinars, certifications) for CA/HR networks, and onboard ERP/HRMS integrators by defining partnership tiers, SLAs, and co-delivery models.
- Partner Enablement & GTM: Build playbooks, pitch decks, and battle cards for XPayroll and Corporate Cards, running regular enablement sessions on product updates, compliance changes, and sales positioning.
- Team Management: Lead and mentor the partnerships team by setting clear KPIs, running structured reviews, and building a high-accountability culture, operating hands-on in key deals to develop team capability.
- Cross-functional Collaboration: Partner closely with Product, Sales, Finance, and CS to feed partner insights into the product roadmap, resolve escalations, and align on joint revenue goals.
- Revenue Ownership: Driving partner-attributed ARR, activation rates, and churn management, presenting regular metric reviews to leadership with clear insights and action plans.
- Competitive Benchmarking: Monitor competitive player structures in the partner ecosystem, continuously evolving incentive frameworks and program designs to stay ahead of the market
Mandatory Qualifications
Experience:
- 6-12 years of proven experience in Partnerships, Channel Sales, or Alliances, preferably within the B2B SaaS, FinTech, or HRTech sectors.
- Demonstrated track record of owning channel revenue, consistently exceeding revenue/acquisition targets, and scaling partner networks from the ground up.
- Prior experience in team management, acting as a player-coach, and driving high-accountability cultures.
Skills:
- Deep expertise in crafting joint GTM motions, co-sell plays, and scalable referral incentive frameworks.
- Exceptional cross-functional collaboration and stakeholder influence abilities.
- Strategic capability in competitive benchmarking, tiering models, and SLA definitions for software integrators.
- AI & Digital Competency: Practical application and judgment in leveraging AI tools for partner enablement, market intelligence, forecasting, and automating partnership lifecycle outreach.
Tools:
- Advanced proficiency in CRM platforms (e.g., Salesforce) and Partner Relationship Management (PRM) systems.
- Experience utilizing data visualization and analytics tools for tracking complex P&L and channel metrics.
