Sales Manager

Job Title:

Manager / Senior Manager – Strategic Partnerships (Fintech | B2B | SaaS | Banking & BFSI)

Role Summary:

We are looking for a Partnerships professional to build, grow, and manage strategic

relationships across Fintech, B2B, SaaS, Banking, and BFSI ecosystems.

The role also requires a basic technical and product understanding to engage in

meaningful solution discussions, conduct first-level product demos, and support alignment

between partner requirements and platform capabilities before handing over deeper

solutioning to the pre-sales team.

You will work closely with Sales, Product, Risk, Compliance, and Marketing teams to

co-create joint value propositions and go-to-market (GTM) plans with our partners.

Key Responsibilities:

1. Partnership Strategy & Pipeline

● Define and execute a partnership strategy aligned with business and revenue goals

for Fintech, Banking, and BFSI segments.

● Identify and prioritize high-impact partners (banks, NBFCs, payment providers,

aggregators, SaaS platforms, ERPs, ISVs, system integrators, marketplaces, etc.).

● Build and maintain a qualified pipeline of strategic, channel, and product

partnerships.

2. Partner Acquisition & Deal Structuring

● Lead the end-to-end partner acquisition cycle: research, outreach, pitch, first-level

solution mapping, negotiation, and closure.

● Develop commercial models (revenue share, referral, reseller,

white-label/co-branded, API usage-based models, etc.).

● Draft and review key inputs for MoUs, NDAs, SLAs, and partnership agreements

with Legal and Finance.

3. GTM & Revenue Growth

● Co-create and drive joint GTM plans with partners: bundled solutions, co-selling,

cross-selling, and upsell motions.

● Work with Sales and Partner teams to generate and close partner-sourced and

partner-influenced deals.

● Collaborate with Marketing on co-marketing, campaigns, events, and thought

leadership with partners.

4. Partner Onboarding & Enablement

● Coordinate technical and operational onboarding in collaboration with Product,

Engineering, Risk, and Ops teams.

● Deliver first-level product demos, basic API flow understanding, and functional

capability discussions before looping in Pre-Sales for deeper solutioning.

● Ensure partners are fully enabled with training, sales collateral, product demos,

pricing, and FAQs.

● Set up governance cadence: QBRs, performance reviews, and joint planning

sessions.

5. Relationship Management & Expansion

● Act as the primary point of contact for key partners across Fintech, Banking, and

BFSI.

● Monitor partner performance, resolve issues, and identify expansion and upsell

opportunities (new products, segments, or geographies).

● Maintain strong relationships with CXO / senior stakeholders on the partner side

and within internal teams.

6. Product, Compliance & Risk Collaboration

● Work closely with Product teams to relay market feedback and partner

requirements meaningfully (APIs, integrations, features).

● Ensure partnerships comply with regulatory, risk, and compliance requirements

relevant to BFSI / Financial Services.

● Support internal teams in due diligence, audits, and documentation as required by

banking and enterprise partners.

7. Analytics, Reporting & Governance

● Define and track KPIs for partnerships (revenue, active partners, pipeline,

activation, integration timelines, churn).

● Maintain accurate records of partner accounts, opportunities, and activities in

CRM/partnership tools.

● Prepare regular business reviews and reports for leadership on partnership

performance and forecasts.

Requirements:

● 4–6 years of experience in Partnerships, Alliances, Business Development, or

Channel Sales.

● Strong exposure to Fintech / Payments / Lending / Banking / BFSI / SaaS (any mix,

but ideally at least two of these).

● Proven track record of closing and scaling strategic partnerships with banks, NBFCs,

financial institutions, large enterprises, or SaaS/B2B platforms.

● Ability to understand product capabilities, conduct basic technical conversations,

and deliver first-level demos.

● Experience in API-based or platform integrations is a strong plus.

Skills & Competencies:

● Strong commercial acumen with ability to build business cases and structure

win-win deals.

● Excellent stakeholder management, communication, and presentation skills.

● Ability to work cross-functionally with Product, Tech, Sales, Marketing, Risk, and

Compliance.

● Comfortable understanding product workflows, API-based models, and high-level

technical constructs

● Strong negotiation and influencing skills at mid-to-senior leadership levels.

● Analytical mindset; able to interpret data, reports, and P&L impact of partnerships.

Education

● Bachelor’s degree in Business, Finance, Engineering, or related field.

● MBA or equivalent is a plus (not mandatory if experience is strong)