Job Description
Position: Solutions Manager
Department
Business Development
Location
Mumbai, India
Employment Type
Full-Time
Reporting To
Chief Marketing Officer (CMO)
Experience Required
3–4+ years
Industry Preference
Online Payments / FinTech / Digital Payments (India)
Compensation
As per company standards for the Manager position.
About the Role
We are looking for a highly motivated and customer-centric Solutions Manager to join our Business Development team. This is a strategic, client-facing role that sits at the intersection of Product, Sales, and Solution Consulting.
The ideal candidate will possess a strong product background complemented by exposure to enterprise sales within the Indian digital payments ecosystem. The individual will partner closely with the Sales team to understand complex merchant requirements and design customised payment solutions for large enterprises.
The role requires someone who can quickly analyse business problems, think creatively, and recommend scalable payment solutions that align with customer needs while leveraging the company's product capabilities.
Key Responsibilities
Enterprise Solutioning
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Understand the business models, payment workflows, operational processes, and technical requirements of enterprise customers.
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Design customised payment solutions for large enterprises across various industries.
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Recommend suitable payment products and integrations based on merchant requirements.
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Translate complex customer requirements into practical and scalable product solutions.
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Identify opportunities for value-added payment services and cross-selling of products.
Sales Enablement
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Partner with the Business Development and Sales teams during customer meetings, product demonstrations, and solution presentations.
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Participate in enterprise sales pitches and engage with senior stakeholders to explain product capabilities and solution architecture.
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Act as the subject matter expert for payment products during customer discussions.
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Assist the Sales team in responding to RFPs, RFIs, and solution questionnaires.
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Build customer confidence by demonstrating a strong understanding of the payments ecosystem and industry best practices.
Product Collaboration
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Work closely with the Product Management team to stay updated on new products, feature enhancements, and upcoming releases.
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Provide structured feedback from customer interactions to influence product development.
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Identify product gaps and recommend enhancements based on merchant requirements and market demand.
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Help prioritise product improvements by sharing insights from enterprise customers.
Market Intelligence
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Continuously monitor developments in the Indian payments ecosystem.
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Track emerging payment technologies, regulatory developments, industry trends, and competitive offerings.
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Analyse competitor products and identify opportunities for product differentiation.
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Share actionable market intelligence with Product, Sales, and Leadership teams.
Internal Coordination
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Collaborate with Product, Technology, Operations, and Customer Support teams to ensure successful solution delivery.
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Support implementation teams in resolving complex solution-related challenges.
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Ensure seamless communication between internal stakeholders and enterprise customers throughout the sales lifecycle.
Required Qualifications
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Bachelor's degree in Engineering, Business, Technology, Finance, or a related discipline.
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MBA or equivalent postgraduate qualification is desirable but not mandatory.
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Minimum 3–4 years of experience in the Indian payments industry.
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Prior experience in Product Management, Product Consulting, Solutions Consulting, Pre-Sales, or Solution Engineering within a payment gateway, fintech, bank, or digital payments company.
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Experience working with enterprise customers is highly preferred.
Essential Skills & Experience
Product Knowledge
The ideal candidate should possess strong knowledge of:
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Payment Gateways
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Payment Orchestration
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Online Payment Processing
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Merchant Acquiring
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UPI
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Credit & Debit Cards
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Net Banking
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Wallets
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QR Payments
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Payment Links
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Subscription Payments
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Tokenisation
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Recurring Payments
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Payment Reconciliation
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Settlement Processes
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Risk & Fraud Management
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Merchant Onboarding
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Payment APIs and Integrations
Business & Commercial Skills
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Ability to understand complex merchant business models.
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Strong solution design and consultative selling skills.
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Ability to map customer pain points to product capabilities.
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Commercial awareness of enterprise sales cycles.
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Experience interacting with CXOs and senior business stakeholders.
Communication Skills
The candidate should demonstrate:
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Excellent verbal and written communication skills.
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Strong presentation and storytelling abilities.
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Confidence in engaging with senior decision-makers.
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Ability to simplify technical concepts for business audiences.
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Strong negotiation and stakeholder management skills.
Analytical & Problem-Solving Skills
The ideal candidate should be able to:
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Think on their feet during customer discussions.
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Develop creative and practical solutions in real time.
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Analyse complex business requirements quickly.
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Balance customer expectations with product capabilities.
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Make sound recommendations under pressure.
Personal Attributes
We are looking for someone who is:
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Customer-focused and consultative.
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Curious and eager to continuously learn about emerging payment technologies.
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Highly collaborative and comfortable working across multiple teams.
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Self-driven and proactive.
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Detail-oriented while maintaining a strategic perspective.
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Adaptable in a fast-paced, evolving environment.
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Innovative, with the ability to think beyond conventional approaches.
Key Performance Indicators (KPIs)
The performance of the Solutions Manager will be evaluated on:
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Quality and effectiveness of enterprise payment solutions proposed.
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Support provided to the Sales team in converting opportunities.
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Contribution to enterprise deal closures.
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Customer satisfaction during the solutioning process.
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Product feedback shared with internal teams.
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Identification of new product opportunities based on market insights.
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Effectiveness of collaboration with Product and Business Development teams.
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Timeliness and quality of responses to customer requirements.
Why Join Us?
This role offers the opportunity to work at the forefront of India's rapidly evolving digital payments ecosystem. You will engage with leading enterprises, contribute to solving complex payment challenges, influence product strategy through market insights, and play a pivotal role in driving business growth. If you enjoy combining product expertise with customer engagement and strategic problem-solving, this role offers an exciting platform to make a meaningful impact.
Recruitment Criteria for HR
HR should prioritise candidates who demonstrate:
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3–4+ years of experience in the Indian payments or fintech industry.
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Strong product orientation with exposure to enterprise solutioning or pre-sales.
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Excellent communication and presentation skills.
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Ability to work with enterprise sales teams.
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Deep understanding of payment gateways and digital payment products.
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Experience working with large enterprise customers.
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Strong analytical thinking and solution design capabilities.
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Knowledge of the competitive landscape and emerging trends in the Indian online payments industry.
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Stability in previous employment.
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Willingness to work full-time from Mumbai.
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Cultural fit, ownership mindset, and a collaborative approach.
