Manager – Channel Partnerships (Cross-Border Payments)

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: Delhi NCR (North) 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.