Job Title: Manager – Channel Partnerships (Cross-Border Payments)
Job Level: Mid-Level
Report to: Head Cross Border
Department: Cross Border Payments
Organization: Airpay Payment Services Pvt. Ltd (https://www.airpay.co.in/)
Location: Mumbai (West), Delhi NCR (North), Bangalore / Chennai (South), Kolkata (East)
Job Summary:
Airpay is building its Cross-Border Payments business to serve exporters across India. The Manager – Channel Partnerships will be responsible for identifying, onboarding, and scaling partnerships that drive merchant acquisition through indirect channels. The role follows a hub-led, ecosystem-driven model, operating from a regional HQ and building partner networks across relevant ecosystems. This role is critical in building a scalable and cost-efficient acquisition engine to complement direct sales efforts.
Key Responsibilities:
Partner Identification and Acquisition:
- Identify and onboard channel partners such as chartered accountants, export consultants, logistics providers, and trade associations.
- Build and manage a structured pipeline of potential partners.
Ecosystem Development:
- Build relationships within local ecosystems connected to exporters.
- Establish presence in trade networks and business communities.
Partner Enablement:
- Train and enable partners to identify and refer relevant merchant opportunities.
- Provide tools and ongoing support.
Revenue and Acquisition Ownership:
- Drive partner-led acquisition across exporter segments.
- Track partner-driven leads, conversions, and revenue contribution.
Regional Coverage:
- Operate from the assigned regional HQ.
- Travel to engage partners and strengthen relationships.
Collaboration with Sales:
- Work closely with sales teams to convert partner leads.
Performance Management:
- Track partner productivity and develop partner tiers.
Market Intelligence:
- Track competitor strategies and gather ecosystem insights.
Required Qualifications:
- 6–10 years of experience in channel partnerships, alliances, or business development.
- Experience in payments, fintech, banking, SaaS, or export ecosystem preferred.
Skills and Experience:
- Strong relationship-building and networking skills.
- Ability to manage and influence external partners.
- Structured approach to building partner programs.
- High ownership and execution mindset.
- Willingness to travel across regions.
