Account and Business Development Manager, Japan
Company:
Fime enables its clients to create and launch trusted and secure solutions with consulting and testing services in payments, smart mobility, digital identity, and authentication. With almost 900 experts around the world in 20+ locations, Fime is a multi-cultural global leading player in its industry.
Inspired by our talented people, we are empowered to take ownership and innovate for the benefit of our clients. Employee growth is therefore our priority, and we demonstrate the appreciation of our people by providing them with opportunities to grow and new challenges both through internal promotion and international mobility.
At Fime, we are constantly evolving and moving forward together thanks to our values:
- Enable our customers.
- Support each other.
- Keep getting better.
Your skills and your differences will be our greatest assets. Join Fime and make a difference
Making innovation possible.
Reporting line and location:
Reports to Senior Vice President Asia Pacific. The role is based in Tokyo.
Mission:
As Account and Business Manager, you will grow Fime's commercial footprint in Japan. Full sales experience is preferred, but we also welcome technically strong candidates motivated to develop into a commercial role.
You will work with acquirers, processors, and technology providers to promote Fime's testing efficiency solutions, consulting services, and testing tools. A solid understanding of payment transaction flows, testing processes, or payment system integration is essential to discuss technical concepts with client engineering teams and translate them into commercial opportunities.
This role offers a growth path into senior commercial leadership for candidates with strong technical foundations.
JOB RESPONSIBILITIES
1. Sales Leadership & Business Development
- Define and execute the local sales plan to achieve order booking targets.
- Develop commercial opportunities for Fime's consulting services, testing services, and testing tools — with a strong focus on testing efficiency, automation, and simulation solutions for acquirers, processors, and PSPs.
- Manage the full sales cycle, from lead generation and qualification to negotiation and deal closure, with support from senior sales and technical experts where needed.
- Build and maintain strong relationships across the Japanese payments ecosystem, including acquirers, issuers, PSPs, processors, and local technology providers.
- Maintain an accurate sales pipeline and provide reporting aligned with global KPIs.
2. Client Engagement & Account Management
- Prioritize new business development across acquirers, processors, PSPs, and technology providers; proactively identify and open new opportunities in the Japanese market.
- Manage one major strategic account and focus the rest of the role on new business development.
- Lead commercial discussions and negotiation processes, with support from senior sales and technical experts where required.
- Apply a structured, consultative selling approach to understand client challenges, shape solutions, and articulate value aligned with Fime's expertise.
3. Internal Alignment & Go-to-Market Coordination
- Collaborate with region SVP and Business Unit leaders to align sales strategy and offerings.
- Work closely with technical experts to understand client architectures, testing workflows, and bottlenecks in order to identify improvement opportunities.
- Provide structured market feedback to help shape future offerings and priorities.
JOB EXPERIENCE
- 5+ years' experience in the payment ecosystem (engineering, product, testing, or technical sales).
- Experience or exposure selling to acquirers, payment solution providers, or other ecosystem players is a plus.
- Experience in the digital identity ecosystem is a plus
- Demonstrated ability to manage complex sales cycles and consistently achieve order booking targets.
KNOWLEDGE & SKILLS
- University degree in Business Administration, Sales, Engineering, or related field.
- Ability to understand and explain payment transaction flows and testing concepts at a high level.
- Strong communication skills; able to engage both technical and business stakeholders.
- Driven, proactive, and comfortable taking ownership in a fast-moving environment.
- Sociable and confident in building relationships across engineering, operations, and management.
- Structured problem-solver with analytical thinking.
- Fast learner with strong curiosity for new technologies, tools, and domains.
- Speaks fluent English and Japanese.
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