Group Manager, Sales Enablement

Lead the Partnerships function for Razorpay POS by building and scaling the System Integrator (SI), Referral, and Strategic Partner ecosystem to drive merchant acquisition, payment volumes, and value-added services. Own partner strategy, commercial governance, GTM execution, and cross-functional program management while acting as the primary interface between business, product, engineering, finance, legal, banking partners, and external stakeholders.

Role Summary:

Lead the Partnerships function for Razorpay POS by building and scaling the System Integrator (SI), Referral, and Strategic Partner ecosystem to drive merchant acquisition, payment volumes, and value-added services. Own partner strategy, commercial governance, GTM execution, and cross-functional program management while acting as the primary interface between business, product, engineering, finance, legal, banking partners, and external stakeholders.

Key Responsibilities

Partnership Strategy & Growth

• Define and execute the partner strategy for System Integrators, Referral Partners, OEMs, Banks, and Enterprise ecosystem partners.
• Build scalable partnership programs that drive merchant acquisition, POS deployments, and revenue growth.
• Identify and onboard strategic partners aligned with Razorpay's long-term business objectives.

Commercials & Partner Governance

• Lead commercial negotiations, pricing frameworks, revenue-sharing models, and partnership agreements.
• Establish governance mechanisms to ensure commercial viability, financial controls, and scalable partner operations.
• Drive commercial approvals in collaboration with Finance and Leadership while maintaining standardized contracting processes.

Go-to-Market (GTM) & Business Enablement

• Design and execute joint GTM initiatives with partners to accelerate enterprise and mid-market merchant acquisition.
• Collaborate with Sales, Enterprise, and Banking teams to create scalable partner-led acquisition channels.
• Enable partner-led cross-selling of payment solutions and value-added services.

Program Management & Cross-functional Leadership

• Drive end-to-end execution of strategic partnership initiatives by collaborating with Product, Engineering, Operations, Finance, Legal, Risk, and Banking teams.
• Own partner escalations, program governance, and executive stakeholder communication.
• Ensure timely delivery of strategic initiatives while balancing business priorities and operational efficiency.

Partner Success & Ecosystem Development

• Build long-term strategic relationships with key partner leadership teams.
• Drive partner enablement through onboarding, training, solution adoption, and business reviews.
• Monitor partner performance through defined KPIs and implement growth plans to maximize business outcomes.

Business Planning & Executive Reporting

• Track and report partnership performance across merchant acquisition, integrated TIDs, revenue contribution, and strategic initiatives.
• Present business updates, growth opportunities, risks, and recommendations to senior leadership.
• Develop scalable operating frameworks to improve partner productivity and organizational efficiency.

Key Outcomes

• Scale the SI and Referral Partner ecosystem
• Enable Referral and Integrator-led deployments
• Establish partnerships as a strategic acquisition channel for enterprise merchants and POS growth.
• Built governance frameworks for partner onboarding, commercial approvals, and standardized agreements.
• Lead strategic negotiations with software partners, banks, and enterprise ecosystem players to unlock new revenue opportunities while mitigating commercial and operational risk.

Core Competencies

• Strategic Partnerships
• Partner Ecosystem Development
• GTM Strategy & Execution
• Enterprise Business Development
• Commercial Negotiations
• Program & Portfolio Management
• Cross-functional Leadership
• Banking & Fintech Partnerships
• Revenue Growth & Business Strategy
• Executive Communication
• Process Design & Governance
• Payment Integration Understanding