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