Job
Description
Boku Inc
(BOKU.L) is the leading global provider of local mobile-first payments solutionsGlobal brands including Amazon, DAZN, Meta, Google, Microsoft, Netflix, Sony, Spotify, and Tencent rely on Boku to reach millions of new paying consumers who do not use credit cards with our purpose-built payment network of more than 300 local payment methods across 70+ countriesEvery year, Boku processes over $10 billion in value for our customersIncorporated in 2008, Boku is headquartered in London and San Francisco and has employees in over 39 countries around the world, including Brazil, China, Estonia, Germany, Ireland, Japan, Singapore, and the UAEBoku is a truly global company that takes pride in its diversity and thriving equal opportunity workplace
Role Purpose
We are seeking a dynamic and experienced Partnerships Manager to lead and manage relationships with banks, payment service providers (PSPs), schemes, payment providers and other key stakeholders in the payments ecosystem, including UPI, IMPS, cards and other payments schemesThe ideal candidate will have a deep understanding of digital payments, banking partnerships, and regulatory frameworks governing A2A payments in IndiaKey Responsibilities
Partnership Development & Management:Establish and manage strategic partnerships with banks, PSPs, NPCI, and fintech players to enhance A2A payment adoptionNegotiate and finalize agreements with financial institutions and third-party service providers to drive business objectives
Work closely with banking partners to enhance payment infrastructure, onboarding processes, and product innovation
Building relationships- Establish and maintain strong rapport with clients, partners and other stakeholders
Business & Ecosystem Growth:
Drive UPI and A2A payment adoption through partnerships with banks, merchants, fintech firms, and payment aggregatorsIdentify new business opportunities, industry trends, and technological advancements in the digital payments ecosystem
New Business DevelopmentIdentify and manage a sales pipeline from the "Next 150" list that projects 3x quota target and a sales forecast that projects 2x quota target
Sales ManagementLead the entire sales process from initial lead generation to closing dealsCreate and execute sales strategies that align with Bokus business objectivesFully understand and quantify merchant challenges with respect to growth, expansion and execution in the marketsPerform gap analysisEnlist Boku SMEs to ideate, craft and deploy solutions to merchant problemsCollaborate with internal teams (Product, Compliance, Legal, Tech) to align partner strategies with business goals
Developing and implementing strategies Develop and expand Bokus business in country and adapt Bokus strategies to fit the local market
Build and nurture strong, long-term relationships with new and existing clientsUnderstand client needs and act as the main point of contact for all sales-related inquiriesMarket trends- research and analyze market trends and competitor performance to develop effective strategies, followed by execution of the plans
Compliance & Regulatory Engagement:
Ensure all partnership engagements adhere to RBI, NPCI, and other regulatory requirementsStay updated on compliance changes, risk management practices, and security measures for A2A payments
Represent the company in discussions with regulatory bodies and industry stakeholders
Ensuring compliance- working with internal teams to ensure compliance to local regulations
Operational efficiency- working with the team to ensure efficiency of operations with partners through optimization and process improvementsPerformance Monitoring & Optimization:Track and analyze partner performance using KPIs such as transaction volumes, success rates, revenue impact, and cost optimizationWork with tech and operations teams to troubleshoot and optimize payment processing, fraud mitigation, and operational efficiencies
Implement and monitor SLA agreements with partners to ensure seamless service delivery
Key Skills and Competencies
Self-starter with a customer centric focusAn analytical mindset
Attention to detail
Experience and demonstrable records in managing complex projects, collaborating & engagement with internal & external cross functional teams & key stakeholders
Possess good judgement and ability to make effective decisions in a timely mannerAbility to develop and execute effective sales and understanding the partners requirements
Understanding of digital payments, alternative payment methods, and global transaction ecosystems
Ability to respond flexibly to change
Strong written and oral communication skills in both English
Qualifications
Bachelors degree/diplomaAt least 5 years of experience working in a combination of business development, project management, marketing or product development, preferably in Payments/FintechPrior experience working with a fintech company, bank, or PSP in a partnership or business development roleUnderstanding of technical integrations (APIs, SDKs) related to payment processing
Knowledge of emerging payment trends such as UPI Lite, UPI Global, and real-time cross-border payments
