Analyst, Banking Alliances

About the Role

We are looking for a driven and knowledgeable Sales Manager to lead Payment Gateway (PG) business growth across strategic high potential locations. The ideal candidate will have a strong grasp of the payments ecosystem, hands-on experience working with banks and financial institutions, and the ability to build and leverage government relationships to drive adoption and revenue.

Key Responsibilities

Payment Gateway Sales & Business Development

• Own end-to-end sales of PG solutions to merchants, enterprises, and institutions in the assigned strategic location
• Identify, prospect, and close high-value merchants across sectors such as retail, education, healthcare, and government
• Drive acquisition of new accounts while growing revenue from existing merchant partnerships
• Pitch and position PG products including payment links, UPI, cards, EMI, and BNPL solutions based on merchant needs

Bank & Financial Institution Management

• Build and maintain strong relationships with regional and cooperative banks, NBFCs, and nodal banking partners
• Lead commercial negotiations including MDR, settlement cycles, credit limits, and partnership terms
• Coordinate with bank partners for faster onboarding, issue resolution, and co-selling opportunities
• Stay updated on RBI guidelines, banking circulars, and compliance requirements affecting PG operations

Government & Institutional Relationships

• Develop and manage relationships with state and local government bodies, PSUs, and municipalities for PG adoption in public services
• Identify and pursue opportunities in government collections — utility payments, tax portals, welfare disbursements, and e-governance projects
• Represent the company in government tenders, RFPs, and empanelment processes
• Liaise with government officials and decision-makers to position the company as a preferred payments partner

Commercial Negotiation & Deal Structuring

• Lead pricing discussions and commercial structuring for large and strategic deals
• Collaborate with internal product, risk, and finance teams to create customized proposals
• Ensure deal profitability while maintaining competitive positioning in the market

Market Intelligence & Reporting

• Track competitor activity, pricing trends, and emerging merchant needs across assigned strategic locations
• Provide regular pipeline reports, forecasts, and market insights to regional leadership
• Represent ground-level feedback to product teams for localization and feature improvements

What We're Looking For

Must-Have Skills & Experience

• 4–8 years of experience in Payment Gateway, Fintech, or Banking sales
• Deep understanding of PG infrastructure — acquiring banks, payment networks, settlement flows, risk & compliance
• Proven track record of commercial negotiation with banks or financial institutions
• Experience managing or engaging with government bodies or PSUs for payments/fintech solutions
• Strong hunter mentality with a consultative sales approach
• Excellent communication, relationship management, and stakeholder influence skills

Good to Have

• Prior experience working in or extensively covering the assigned strategic location
• Existing network of merchants, bank officials, or government contacts in Chandigarh, Lucknow, Chennai, Hyderabad, or Kolkata
• Familiarity with RBI payment regulations, PCI-DSS, and digital payment policies
• Understanding of GST, e-invoicing, or government payment use cases