Sr. Mgr. / DGM - Banking Alliances-575

About Us: Paytm Payments Services Limited houses the Paytm payment gateway business which enables thousands of online merchants to offer world class frictionless payment experience to their customers. We are present across large enterprises and startups including well known unicorns alike. We strive to take payments beyond an enabler and an instrument to drive revenue and user growth for our merchants. Online Payment Gateway is Paytm’s B2B Business regulated by RBI as it allows only authorized entities to conduct PA PG (Payment Aggregator Payment Gateway) business. This business is responsible for growing the penetration of Paytm’s PA PG business in the Indian merchants.

About the Team: - Banking Alliances team is the function which works on developing alliances and partnerships with banks and other payment partners and activating payment options offered by the company

The Role: We are seeking a highly motivated and experienced Lead - Banking Alliances to join our dynamic team. This pivotal role will be responsible for identifying, establishing, and nurturing strategic partnerships with leading banks in India. The ideal candidate will possess a deep understanding of the Indian banking and FinTech landscape, a proven track record in forging successful alliances, and exceptional negotiation and relationship management skills.

Strategic Partnership Development:

Identify, evaluate, and prioritize potential banking partners (acquiring banks, issuing banks, public sector banks, private banks, co-operative banks) that align with the company's strategic growth objectives.

Develop and execute comprehensive strategies to acquire new bank alliances for various payment products and solutions (e.g., payment gateway, white-label solutions, co-branded initiatives, EDC/POS deployments, B2B payment programs, card issuance programs).

Drive incremental growth across existing bank portfolios by identifying new opportunities and cross-selling initiatives.

Relationship Management:

Build and maintain strong, long-term relationships with key stakeholders at senior levels within banking institutions (Heads of Digital, Retail, Corporate Banking, Product, Operations, Technology).

Act as the primary point of contact for assigned banking partners, ensuring effective communication and alignment of goals.

Foster a collaborative environment to achieve mutually beneficial outcomes.

Negotiation & Deal Closure:

Lead end-to-end negotiation of complex partnership agreements, commercial terms, and service level agreements (SLAs) with banking partners.

Ensure favorable terms for the company while maintaining strong relationships.

Drive deal closure and seamless onboarding of new banking partners.

Product & Solution Integration:

Collaborate closely with internal product, technology, and operations teams to ensure smooth integration of payment solutions with bank systems.

Provide market insights and partner feedback to inform product development and enhance existing offerings.

Oversee the execution of complex integrations at the Head Office level, ensuring timely completion and operational success.

Market Intelligence & Analysis:

Stay abreast of industry trends, competitive landscape, regulatory changes (RBI, NPCI guidelines), and emerging technologies within the Indian banking and FinTech sectors.

Analyze market data and partner performance to identify growth opportunities and optimize alliance strategies.

Prepare regular reports on partnership activities, performance, and outcomes for senior management.

Cross-Functional Collaboration:

Work closely with sales, marketing, legal, and finance teams to ensure successful execution of partnership initiatives and achieve business targets.

Provide technical support and advice in the field of payments and settlements to internal teams and external partners.

Compliance & Risk Management:

Ensure all partnerships and processes adhere to regulatory requirements (e.g., PCI DSS, KYC, AML) and internal company policies.

Collaborate with risk and compliance teams to mitigate potential risks associated with banking alliances.

Bachelor's degree in Business Administration, Finance, Marketing, or a related field. MBA is highly preferred.

10 years of proven experience in business development, partnership management, or a similar role within the banking, FinTech, or payment industry in India.

Demonstrated track record of successfully forging and managing large-scale banking partnerships and driving significant business growth.

In-depth knowledge of banking products, digital banking, payment systems (UPI, Net Banking, Cards, Wallets), and the broader FinTech ecosystem in India.

Strong understanding of payment gateway functionalities, merchant acquisition, and corporate treasury functions.

Exceptional negotiation, communication (written and verbal), and presentation skills.

Ability to build and nurture strong relationships with senior stakeholders.

Strategic thinker with the ability to identify opportunities and translate them into actionable plans.

Highly organized, results-oriented, and able to work independently as well as collaboratively in a fast-paced environment.

Analytical mindset with the ability to interpret data and make informed decisions.

Willingness to travel as needed to meet with partners and attend industry events.