Jumio - Customer Success Manager, APAC
Requirements
• Multiple years of practitioner experience in Fraud, Identity, AML, or Digital Risk Management — you have worked inside a fraud or compliance function, not just sold to one • Strong consultative and analytical thinking with a focus on risk strategy and workflow design • Ability to distill complex fraud and compliance concepts into clear, value-driven narratives for executive stakeholders • Proven track record managing enterprise accounts with $500K+ ARR — you have owned renewal conversations and have GRR/NRR data to support your candidacy • Demonstrated ability to conduct executive-level business reviews that drive outcomes, not just report activity • Experience building and maintaining customer health frameworks and success plans • Commercial acumen: you understand the connection between customer health and revenue, and you can have credible conversations with economic buyers • Data fluency: you are comfortable working with product usage data, building ROI narratives, and using a CS platform (Planhat, Gainsight, Totango, or equivalent) • Strong communication and executive presence — you are as comfortable presenting to the C-Suite as you are troubleshooting with a technical teamProactive by nature: you identify risks before customers do and you act without waiting to be asked • Bilingual in Mandarin and English • Familiarity with API-based or technically complex SaaS products — you do not need to be an engineer, but you need to be comfortable in technical conversations • Experience working in a PE-backed or high-growth transformation environment • Prior experience building or contributing to CS playbooks, health score models, or QBR frameworks • What Success Looks Like:In your first 90 days: • What Success Looks Like: • You have a clear health rating for every account in your portfolio and a plan for every yellow and red account • You have met the key stakeholders at each account and established a regular operating cadence • You understand the business outcomes each customer is trying to achieve and whether Jumio is delivering them • You have identified the top 3 accounts at renewal risk and have an active plan in place • By end of year one: • GRR across your portfolio is at or above target • Every account has a current success plan, a health score, and an EBR cadence • You have surfaced expansion opportunities to the AM team with qualified business cases • Customer satisfaction scores across your portfolio are trending upward • Jumio Values: • IDEAL: Integrity, Diversity, Empowerment, Accountability, Leading Innovation • Equal Opportunities: • Equal Opportunities • Jumio is a collaboration of people with different ideas, strengths, interests and cultures. We welcome applications and colleagues from all backgrounds and of all statuses. • Jumio is a B2B technology company dedicated to eradicating online identity fraud, money laundering and other financial crimes to help make the internet safer. We leverage AI, biometrics, machine learning, liveness detection and automation to create solutions that are trusted by leading brands worldwide and respected by industry thought leaders. • Jumio is the leading provider of online identity verification, eKYC and AML solutions. With a global footprint, we’re expanding the team to meet strong client demand across a range of industries including Financial Services, Travel, Sharing Economy, Fintech, Gaming, and others. • Applicant Data Privacy • We will only use your personal information in connection with Jumio’s application, recruitment, and hiring processes, as described in Jumio’s Applicant Privacy Notice. If you have any questions or comments, please send an email to [email protected].
Responsibilities
• Customer Health & Retention • Own the health of a portfolio of APAC enterprise and mid-market accounts — you are accountable for knowing which are green, yellow, or red and why • Monitor customer health signals continuously: product utilization, support ticket trends, NPS, executive engagement, and contract consumption pace • Identify early warning signs of dissatisfaction or disengagement before they surface as churn risk — act on health score drops immediately, don’t wait for the customer to raise the issue • Own escalation when product gaps or recurring issues are impacting customer outcomes — and close the feedback loop by communicating back to the customer what Jumio is doing • Ensure open support issues are resolved to the customer’s satisfaction and that unresolved issues never reach a renewal conversation • Fraud & Compliance Advisory • Service as a subject matter expert on fraud, identity verification, AML, and digital risk management for your customer portfolio • Advise customer risk and fraud teams on emerging fraud vectors, industry best practices, and regulatory developments relevant to their business • Evaluate customer risk profiles and provide expert recommendations on verification workflow optimization, risk mitigation, and user friction tradeoffs • Identify compliance or regulatory hurdles that may impact product adoption and coordinate with internal teams to resolve them. • Value Realization & ROI • Confirm customers are seeing the outcomes they expected — pass rates, conversion improvement, fraud reduction, compliance — and make that value visible and quantifiable • Own the business outcomes scorecard for each account: track the metrics that matter to the customer and report on them proactively • Prepare and lead regular business reviews (EBRs) that drive decisions — not just report on usage • Connect Jumio’s performance back to the customer’s original business goals and make the ROI case clearly before the AM enters a commercial conversation • Address gaps between what was promised during the sale and what the customer is experiencing — proactively, not reactively • Adoption & Platform Success • Monitor feature adoption — ensure customers are using everything they paid for and that underutilized capabilities are proactively introduced • Train new users as the customer’s team grows or changes, and keep the customer current on new features and product updates relevant to their use case • Build a joint success plan aligned to the customer’s evolving business goals — a living document, not a one-time exercise • Partner with the cross-functional teams during the post-go-live period to ensure customers reach full adoption • Relationships & Executive Engagement • Build and maintain multi-threaded relationships across the customer organization — not just the day-to-day contact • Expand relationships to business leaders and executives: a single-threaded account is a renewal risk • Identify and nurture champions within each account who will advocate for Jumio internally • Invite engaged customers into the Jumio community — user groups, advisory boards, reference programs • Expansion & Commercial Partnership • Spot signals that a customer is ready for more — new use cases, new geographies, increased volume, new compliance requirements • Surface expansion opportunities to the Account Manager with a clear business case grounded in the customer’s current deployment and proven value • Support the AM in building the commercial case for expansion — you have the customer relationship and the data; the AM has the commercial motion • Identify satisfied customers who could become references, case studies, or advisory board members
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