Paytm Labs

Digital payments, loans, investments, and insurance

Head of Channel Partnerships - Enterprise Sales

Business Development & PartnershipsConfirmed live in the last 24 hours

Full-timeNoida, Uttar Pradesh, IndiaNo salary listedIn-person

About the Job

Requirements

Proven experience managing platform or carrier relationships in CPaaS, enterprise messaging, or fintech.
Direct experience building indirect sales structures, scaling reseller channels, or driving distributor networks.
Established familiarity with scaling market footprints across India and the GCC, particularly the UAE.
Comfort negotiating complex enterprise commercial structures and ramping up regional resellers.
Seven to ten years of professional experience driving business development, ecosystem partnerships, or channel growth strategies.
Demonstrated history of meeting targets tied directly to partner-sourced pipeline revenue or commercial optimizations.
Strong grasp of Business Solution Provider status, independent software vendor ecosystems, carrier rate cards, and technical access constraints.

Responsibilities

Manage structural platform and carrier relationships with Meta (WhatsApp), Jio, and telcos or aggregators supporting SMS, RCS, and voice.
Own commercial terms, rate cards, technical access-layer negotiations, Business Solution Provider and independent software vendor statuses, and co-marketing entitlements.
Recruit, sign, and enable resellers, systems integrators, and distribution partners across the UAE and wider GCC region.
Build the partner lifecycle framework, including partner selection, commercial matrices, enablement programs, and joint pipeline mechanics.
Carry a direct revenue quota and generate partner-sourced annual contract value.
Secure structural channel access and new partner-sourced revenue.

Role Overview

As the Head of Channel Partnerships at Pi Commerce, you will own the critical partnerships that

give our platform its infrastructure channels and its global reach. This role comprises two

halves, but carries one strategic mandate: secure and deepen the structural platform and carrier

relationships that power our messaging core, while simultaneously building out the regional

partner networks that scale our product across new geographies.

Core Responsibilities & Ownership

 Platform & Carrier Partnerships: Directly manage structural relationships with Meta

(WhatsApp), Jio, and key telcos/aggregators backend infrastructure for SMS, RCS, and

Voice. Own commercials, rate cards, technical access layer negotiations, BSP/ISV statuses,

and co-marketing entitlements. Your success means securing better commercial terms,

enhanced platform access, and early roadmap visibility.

 Channel GTM Partnerships: Recruit, sign, and rapidly enable high-performing resellers,

Systems Integrators (SIs), and distribution partners across the UAE and the wider GCC

region. Build the full partner lifecycle framework from scratch, including partner selection,

custom commercial matrices, enablement programs, and joint pipeline mechanics.

 Partner-Sourced Revenue Pipeline: Carry a direct revenue quota. At Pi Commerce,

partnerships are treated as a primary revenue generator, not a relationship maintenance

cost center. You will be actively measured on structural channel access secured and net-

new partner-sourced annual contract value (ACV).

Ideal Candidate Profile

The ideal candidate brings a blend of structural ecosystem negotiation experience and high-

growth indirect sales execution. You are equally comfortable aligning incentives with massive

tech conglomerates and onboarding local localized channel partners.

 Industry Domain Expertise: Proven track record of managing platform or carrier

relationships specifically within CPaaS, enterprise messaging, or fintech industries.

 Indirect Channels & Resellers: Direct experience building indirect sales structures, scaling

reseller channels, or driving distributor networks.

 Regional Knowledge: Established familiarity with scaling market footprints across India and

the GCC (specifically the UAE).

 Adaptable Negotiation Contour: Comfortable negotiating highly complex enterprise

commercial structures with players like Meta or Jio one week, and shifting to ramp up a

dynamic regional reseller in the UAE the next.

Qualifications & Requirements

 Experience: 7–10 years of professional experience driving business development,

ecosystem partnerships, or channel growth strategies.

 Track Record: Demonstrated history of hitting numbers tied directly to partner-sourced

pipeline revenue or commercial optimizations.

 Strategic Competence: Strong grasp of BSP (Business Solution Provider) status, ISV

ecosystems, carrier rate cards, and technical access constraints.

Requirements at a Glance

Experience Level: Senior

Benefits

Health & Wellbeing - Your group health benefits are 100% funded by us, and start on your first day.
Travel the World - Even though we are currently working remotely, usually our employees make frequent international business-related trips while working on exciting projects.
Continuous Learning - We're passionate about learning and strive to constantly improve and innovate. We learn from others, our challenges & our successes.
Connection - In this virtual world, we stay connected through events like game nights, movie nights, arts & crafts sessions (like Origami), meditation sessions, and much more.
Autonomy & Flexibility - You get to define how you want to make an impact. We truly believe that great things happen when people are given the trust and freedom to create their own path.
Beautiful Office - Whenever we return back to the office, you’ll get to check out our awesome workspace, complete with pool and ping pong tables, a snack-filled kitchen, and tons of cozy work spaces.

About the Company

Paytm Labs

Digital payments, loans, investments, and insurance

Paytm Labs offers an integrated digital payments and financial services platform in India for individuals and businesses, covering UPI payments, mobile recharges, bill payments, ticket bookings, loans, investments, insurance, metro cards, and more. Users initiate payments or financial actions in the app, which are processed through UPI and payment gateways, with revenue from transaction fees and commissions on financial services. It differentiates itself through a large ecosystem of merchants and users, a wide range of services in one app, and a focus on customer support and trust. Its goal is to make a broad set of financial services easily accessible to mass-market users while growing revenue via payment processing and financial services partnerships at scale.

Company size: 10,001+
Company stage: IPO
Headquarters: Noida, India
Founded: 2014

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