Manager - Channel Partnerships

Razorpay was founded by Shashank Kumar and Harshil Mathur in 2014. Razorpay is building a new-age digital banking hub (Neobank) for businesses in India with the mission is to enable frictionless banking and payments experiences for businesses of all shapes and sizes. What started as a B2B payments company is processing billions of dollars of payments for lakhs of businesses across India. 

About the Role

We’re hiring a Channel Partnership Manager in Malaysia to drive merchant acquisition via partners for Razorpay’s payment gateway. In this role, you will be responsible to manage and lead partner relationships end to end. You will deal with a variety of partner categories including  key  platforms,  referral  partners,  and  venture  capital  firms  to generate valuable merchant referrals. 

You’ll  manage  these  partnerships end-to-end, ensuring active engagement, seamless onboarding, and optimized go-to-market (GTM) strategies. Your success will depend on your ability to build trust, facilitate regular interactions, and identify  opportunities  to  scale Razorpay’s reach in Malaysia’scompetitive payments landscape. You’ll work closely with the India  partnerships  team  to  leverage  shared  relationships and manage common partners across Malaysia and India.

Responsibilities

• Drive merchant  acquisition  through  partnerships  for  Razorpay’s  payment gateway across Malaysia.


• Develop  and  implement  strategic  channel  partnership  plans  to engage key platforms, referral partners, and VCs, building a steady pipeline of merchant referrals.


• Collaborate closely with the India & Malaysia partnerships team to leverage relationships,  streamline  efforts,  and  manage  common  partners  across Malaysia and India.


• Collaborate  closely  with  tech  and  product  teams  to  develop  customized solutions for partners need and collaborate actively in product development requirement for partners


• Lead go-to-market (GTM) initiatives for the partnership channel, coordinating with  cross-functional  teams  to  maximize  partner  engagement  and conversions.


• Manage  and  nurture  ongoing  partner  relationships,  maintaining  regular interactions to build trust, address concerns, and maximize referral potential.


• Identify  and  develop  new  partnership  opportunities  that  align  with Razorpay’s goals in the competitive Malaysia payments landscape.


• Monitor,  analyze,  and  report  on  partnership-driven  acquisition  metrics, implementing improvements to meet and exceed KPIs.


• Negotiate  partnership  terms  with  advanced  expertise,  ensuring  mutually beneficial agreements that drive growth.


• Serve as a trusted representative of Razorpay, demonstrating the company’s culture and values in all partner interactions. 

Requirements

• 7 years of overall experience, with minimum 2-3 years of relevant experience


• Proven experience in partnership management or business development in payments, FinTech, or financial services.


• Familiarity with merchant acquisition and partner engagement, particularly within the payments ecosystem.


• Experience handling both large platforms and smaller accounts, with demonstrated success in nurturing partnerships.


• Skill in engaging and infl uencing senior stakeholders, including C-level executives, with strong presentation abilities.


• Technical understanding of FinTech, payments, and digital banking solutions.


• Ability to collaborate across teams, especially with international counterparts, to maximize shared resources and strategies.


• Excellent organizational skills and a data-driven approach to tracking metrics and achieving targets.