MANJESH XAVIER OSTA
Gurgaon
Summary
Dynamic Senior Management Professional with over 16 years of expertise in Alliance and Sales, Business Development, and Strategic Relationship Management within the E-Commerce, Payment Gateway Solutions, and Digital Products sectors. Proven success in driving digital transformation initiatives, optimizing merchant onboarding processes, and establishing strategic partnerships with financial institutions to foster business growth. A results-oriented leader skilled in managing cross-functional teams, maximizing revenue streams, and ensuring regulatory compliance while delivering innovative solutions that prioritize client success. Recognized for a strong understanding of industry trends and a track record of achieving significant market share growth through strategic decision-making and effective stakeholder engagement.
Overview
16
16
years of professional experience
Work History
Director – Alliance and Sales
Wegofin Digital Solutions Pvt. Ltd.
08.2024 - 06.2025
- Spearheaded strategic partnerships with sponsor banks and PSPs for merchant onboarding and digital payment adoption across platforms (Payment Gateway, UPI/QR, POS).
- Led cross-functional teams to organize cooperative bank events, enhancing client engagement and showcasing tailored merchant acquiring solutions.
- Provided strategic insights and market analysis to product development teams, ensuring competitive digital payment solutions aligned with client needs.
- Collaborated with regulators and compliance teams to ensure adherence to industry standards for product launches and strategic alliances.
- Developed sales strategies to drive revenue growth, current account expansion, and seamless integrations for merchants and cooperative banks.
- Key Result Areas:
- Leveraged professional networks and industry knowledge to strengthen client relationships.
Associate Director – Pay by Points Online and Strategic Partnership & Alliance in Loyalty Business
Pine Labs Pvt. Ltd.
05.2023 - 03.2024
- Led strategic partnership initiatives with financial institutions like Axis Bank, IndusInd Bank, Sodexo, SBI Cards, Tata Neu, and Novus to drive digital payment solutions.
- Developed and executed business development strategies, expanding Pine Labs' network and market reach through client acquisition and loyalty programs.
- Managed cross-functional teams for seamless integration of digital payment products, enhancing client satisfaction and partner retention.
- Negotiated key partnership agreements, securing favorable terms for sustainable revenue growth and business development.
- Oversaw Profit and Loss (P&L) management, achieving financial targets through effective sales strategies and client relationship management.
- Key Result Areas:
Growth Path: Aug'21–Jun'22 as Sr. Manager - Key Accounts Manager in Enterprise Business Jul'22–Nov'22 as Regional Head (West) - Enterprise Business Dec'22–May'23 as Associate Director - Regional Head (West) in Enterprise Business
PayU Payments Pvt. Ltd.
08.2021 - 05.2023
- Spearheaded strategic partnerships with major financial institutions like HDFC Bank, IndusInd Bank, and Axis Bank for enterprise business growth.
- Drove new client acquisition in enterprise categories, converting leads through targeted sales strategies and account management.
- Developed short-term and long-term sales plans, aligning with organizational goals to achieve revenue targets and business development objectives.
- Built and managed an outbound business development pipeline, identifying high-value accounts with strong use cases for digital payments.
- Established best practices for lead conversion, optimizing sales processes and client onboarding procedures.
- Monitored market trends and competitor intelligence in the digital payments industry to inform strategic decision-making.
- Key Result Areas:
Growth Path: Mar'16–Sep'18 as Manager – Merchant Relationship Manager in E-Commerce Payments Business Oct'18–Apr'20 as Sr. Manager – Merchant Relationship Manager in E-Commerce Payments Business May'20–Aug'21 as Area Head – GIB Sales & Solutions
HDFC Bank
03.2016 - 08.2021
- Led HDFC Bank's Payment Gateway P&L in Jharkhand, achieving significant revenue growth and profitability through strategic sales initiatives.
- Developed and executed business development plans, aligning with organizational goals to drive sales and merchant onboarding.
- Acquired major clients, including universities (e.g., Kolhan, Vinoba Bhave, Ranchi) and institutions (e.g., XLRI, IIM), for online fee collection via Payment Gateway.
- Built strong client relationships with government bodies and institutions, expanding the client base and driving digital payment adoption.
- Formulated profit center budgets for operational and business development activities, adapting to dynamic market conditions.
- Conducted portfolio performance analysis and provided advisory services, enhancing ROI and client retention through effective account management.
- Key Result Areas:
Manager – Alliance & Sales
Avika
06.2009 - 02.2016
- Administered online marketing, payment gateway solutions, and achievement of business targets, establishing client relationships to promote handicraft business across India.
- Expanded market presence through marketing and promotional events, driving brand building and client acquisition.
- Increased sales revenues by fostering productive client relationships and leveraging social media platforms like Facebook for product sales.
- Achieved a sales target of 8 crores for Avika in 2014-15 through effective sales strategies and market expansion.
- Secured substantial orders from Fab India, Reliance Trends, West Side, and Mother Earth, enhancing business growth.
- Highlights:
Education
PG Diploma - Marketing Management
XISS
Ranchi05-2009
Skills
- Payment Gateway Solutions
- Merchant Acquiring
- UPI integration expertise
- API integration expertise
- Stakeholder engagement
- Strategic Partnerships
- Digital payment processing
- Client relationship management
- Effective team leadership
- Revenue Growth Strategies
- Sales Strategy
- Cross-Functional Collaboration
Personal Details
Languages Known: English and Hindi
Seminars / Workshops
- Participated in a seminar on ‘Striving for Inclusive Growth’ organized by AIMA in Kolkata in Nov 2007.
- Attended Seminar on ‘17th Asia Brand Congress’ held at Mumbai on 25th and 26th Sept 2008.
Timeline
Director – Alliance and Sales
Wegofin Digital Solutions Pvt. Ltd.
08.2024 - 06.2025
Associate Director – Pay by Points Online and Strategic Partnership & Alliance in Loyalty Business
Pine Labs Pvt. Ltd.
05.2023 - 03.2024
Growth Path: Aug'21–Jun'22 as Sr. Manager - Key Accounts Manager in Enterprise Business Jul'22–Nov'22 as Regional Head (West) - Enterprise Business Dec'22–May'23 as Associate Director - Regional Head (West) in Enterprise Business
PayU Payments Pvt. Ltd.
08.2021 - 05.2023
Growth Path: Mar'16–Sep'18 as Manager – Merchant Relationship Manager in E-Commerce Payments Business Oct'18–Apr'20 as Sr. Manager – Merchant Relationship Manager in E-Commerce Payments Business May'20–Aug'21 as Area Head – GIB Sales & Solutions
HDFC Bank
03.2016 - 08.2021
Manager – Alliance & Sales
Avika
06.2009 - 02.2016
PG Diploma - Marketing Management
XISS