Sr. Business Development Manager, Business Payments, Japan, Amazon B2B Payment & Lending

The Amazon B2B Payments & Lending team provides invoicing, working capital, and payment acceptance solutions to Amazon Business customers, sellers, and other small business customers across Amazon. We are part of the global Amazon Payments organization, whose mission is to delight our customers by building payment experiences and financial services that are trusted, valued, and easy to use from anywhere in any way.
We are seeking a Sr. Business Development Manager to join our Japan team and play a pivotal role in accelerating the growth of Amazon Business through strategic external partnerships. This is a unique and exciting opportunity to shape the future of B2B payments in Japan — you will identify, negotiate, and launch new payment and financial services by partnering with leading Japanese financial institutions and technology providers. You will be at the forefront of bringing innovative solutions to market that transform how businesses pay and get paid on Amazon.
This individual will develop and execute a long-term partnership strategy, drive new service launches from concept to market, and work cross-functionally across Amazon B2B Payments & Lending and Amazon Business organizations to deliver solutions that meet the evolving needs of our Japanese business customers. The ideal candidate combines strategic thinking with hands-on execution, thrives in ambiguity, and is passionate about building new businesses from the ground up. If you are excited about the intersection of fintech, B2B commerce, and partnership innovation, this role is for you.

At Amazon, you'll work alongside the latest AI and GenAI tools that are increasingly woven into how teams operate: from AI-powered capabilities that accelerate decision-making, to Generative AI that helps you focus on work that truly matters. You'll have opportunities and resources to develop AI fluency at your own pace, with continuous learning built into the culture.

Amazonでは、最新のAI Tool, 生成AIを日々の業務の中に積極的に取り入れています。
AI Toolは私たちの意思決定のスピードを加速させ、私たちを本当に重要な「判断」と「議論」に集中させることを可能にしています。Amazon では学習を継続する文化が根付いているため、ご自身のペースでAIに関する知識を深めることができるリソースが用意されています。

Key job responsibilities
• Develop and own the long-term partnership strategy to create new business opportunities for Amazon B2B Payments & Lending in Japan, identifying and evaluating potential partners across the financial services and technology ecosystem.
• Lead end-to-end partner engagement including partner identification, selection, business case development, contract negotiation, deal closure, and ongoing relationship management.
• Conduct competitive landscape analysis and customer research to identify market trends, unmet customer needs, and whitespace opportunities that inform partnership and product strategy.
• Drive cross-functional collaboration with internal stakeholders across Amazon B2B Payments & Lending and Amazon Business (including Product, Engineering, Legal, Finance, Compliance, and Sales teams) to launch new services and ensure seamless execution.
• Communicate regularly with senior leadership on status, risks, and partner pipeline, providing clear recommendations and escalating issues proactively.
• Establish and track key performance indicators (KPIs) for partnership initiatives, own business reviews on progress against goals, and pivot execution as required.
• Represent the voice of the partner and customer to product and engineering teams, influencing roadmap prioritization based on market insights and partner feedback.

A day in the life
This role is based with the Tokyo team but involves daily communication with overseas partners in English (via email/call). At Amazon, the concept of “Work Life Harmony” is deeply ingrained, meaning we strive to create an environment where everyone can work comfortably. Many working parents are part of our team, and flexible working arrangements are available.- 5+ years of experience in business development, product management, or strategy roles, preferably in fintech, payments, financial services, or technology sectors.
- Demonstrated ability to think big and develop long-term product or business vision that drives customer experience innovation and sustainable growth.
- Experience defining and building new products, services, or business lines from concept through launch, with a strong customer-obsessed mindset.
- Experience owning program strategy, end-to-end delivery, and communicating results to senior leadership.
- Experience using data and metrics to determine and drive improvements, and translating insights into actionable long-term strategies.
- Strong project/program management skills with the ability to manage multiple workstreams and influence cross-functional teams without direct authority.
- Bachelor's degree or equivalent
- Native-level Japanese language proficiency (required for external partner negotiations in Japan).
- Business-level English proficiency (required for collaboration with global stakeholders).- Experience in B2B payments, lending, or financial services product development, or working with Japanese financial institutions, payment service providers, or enterprise technology companies
- Knowledge of procurement and source-to-pay processes and solutions, or equivalent experience.
- Proven track record of negotiating and closing complex partnership or commercial agreements.
- Experience identifying trends and needs to improve an already closed large-scale technology or business deal.
- Experience working cross-functionally with tech and non-tech teams in a global organization.

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