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: 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.