Senior Manager — Banking Partnerships

Importance of the role 

At Setu, we believe that every company can become a fintech company. The sales function within Setu is the equivalent of becoming a “fintech doctor” for all our partners. Partnerships executives work with clients to deeply understand their business objectives and propose the right financial solution. We exist to solve our clients’ problems and enable a seamless fintech experience within any application.

Any tech-enabled business which wants to offer or build financial products will consume Setu APIs. Talking to our clients is always an exciting challenge as they can come from any type of company including— 

1. Financial institutions like Banks and NBFCs, and
   

2. Fintechs who are new-age digital lenders and micro-insurance companies
   

This role is special since it will give you a deep look into multiple companies’ business objectives and technical architecture. The learning potential is immense!

Requirements

What will you do at Setu?

In this role, your objective will be to forge business partnerships infused with trust and loyalty. You’ll spend your time—

• Finding new channel partners and creating a win-win proposition to close them: 
  

• Setu works with multiple types of channel partners including Banks, NBFCs, and Fintechs.
  

• You will be expected to build and deliver a strong pipeline of strategic partners across these categories.
  

• Understand partner’s business needs and mapping them to existing Setu products by answering the following questions:
  

• What is the value proposition for the partner? Why should they work with Setu?
  

• Who are the key decision-makers at the partner organisation? How do we get their full buy-in?
  

• Which Setu products should be positioned first?
  

• Which partner clients would benefit most? 
  

• How should a joint GTM strategy be defined and executed?
  

• Tell stories and demos that sear themselves into the partner's memory!
  

• Nurture existing partner relationships
  

• Managing and growing partners to create a multi-year multi-product relationship: 
  

• Developing deep relationships once you’ve signed up key strategic partners— Conceptualising and executing alliances with partners. This means defining:
  

• Preparing pitch materials and product demos for each product line and tuning it for different segments of customers.
  

• Upselling and cross selling perfect solutions from a variety of product offerings.  
  

• Conducting monthly business reviews with senior management to ensure continuous drive and business buy-in.
  

• Making friends with everyone in the partner org!
  

• Coordinating with internal stakeholders with Setu to ensure the partners always have the right support:
  

• With the Business team: Identifying and prioritising high-potential products from both growth and revenue perspectives.
  

• With the Product Management team: Ensuring the right partner feedback is delivered to ensure continuous product improvements.
  

• With the Marketing team: Creating GTM plans and campaigns to help the partner communicate the right value prop to their customers.
  

• With the Onboarding team: Ensuring best-in-class onboarding timelines and world-class customer support for partner clients.
  

• With the Legal team: Quick turnaround on agreements, and standardising process for both legal and commercial approvals.
  

• With the Finance team: Ensuring timelines for Accounts Receivables are met for all partner clients. 
  

• Building and maintaining relationships with key executives and decision-makers in the partner's organisation, with a primary focus on business expansion.
  

• Continuously growing the relationship and revenue potential with these strategic partners. You will be responsible for both direct and indirect growth of revenue as well as transactions.
  

• Closing commercial agreements and handing them off for integration support and account management. 
  

• On-going learnings and reviews:
  

• Learning and maintaining in-depth knowledge of our products, partner priorities, industry trends and competition.
  

• Ensuring smooth management of day-to-day operations using: analytics-based sales planners (we use Pipedrive as a CRM), partner review dashboards, automation tools, etc. and nailing FTRs.
  

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Benefits

We will spare no efforts to ensure that Setu empowers you to do the most important and impactful work of your career—

• Opportunity to work closely with the founding team who built and scaled public infrastructure such as UPI, GST, Aadhaar, etc. 
  

• We care deeply about your growth. So we work hard to provide you with— 
  

• A fully stocked library and unlimited book budget.
  

• Tickets to conferences and industry events.
  

• Learning sessions where we invite both team members and external experts to teach you something new.
  

• Learning and development allowance that gives access to subscriptions, courses, certifications, music classes, and much more. Grow, learn, and improve with Setu! 
  

• Kick-ass benefits including comprehensive health insurance for you and your family, personal accident and term life insurance, access to mental health counsellors, extraordinary coffee, and a beautiful office with lots of solid wood and natural light.
  

• We work hard to make sure our team is diverse and varied. We interview and hire purely on merit, skill, and competence—everything else is irrelevant.
  

Our core DNA

Our culture code—How We Move, defines the behaviours we expect from our people. When you display any of the six culture code elements, you demonstrate ‘Every Day is Game Day’. The six elements of our culture code—

• Take the shot: You decide fast and deliver right.  
  

• Sign your work like an artist:  You master what you do and take pride in it. 
  

• Be the sherpa: You lead your crew on every expedition. 
  

• Be the CEO of what you do: You own it and make things happen.