About Job
BukuWarung is the largest non-bank provider of Mini ATM / Payment Agent infrastructure in Indonesia and a leading player across QRIS and lending. Our Partnerships team is the primary go-to-market engine for the Agent Payments business, managing the commercial relationships that power millions of merchant transactions every month.
We are hiring a Senior Account Manager to own and grow our PPOB (Payment Point Online Bank) partner portfolio: one of the highest-volume, highest-concentration segments in our business. This is a senior, revenue-accountable role for someone who has managed significant partner relationships in the payments industry and understands both the commercial upside and the operational risk that comes with concentrated, agent-network-driven revenue.
Skills & Qualification
- 8+ years of overall experience in the payments industry (banking, fintech, PSP, switching, or agent-network payments).
- 5+ years specifically working with or within the PPOB / payment-point / agent-network ecosystem, with a working understanding of its commercial and operational dynamics.
- Demonstrated track record managing large or revenue-concentrated partner accounts, including commercial negotiation and contract renewal.
- Comfort operating under revenue concentration and channel risk: able to spot early warning signs and act on them, not just report them.
- Strong cross-functional collaboration skills; experience working closely with Risk, Legal, and Engineering counterparts.
- Sharp commercial and analytical judgment: comfortable with account P&L, transaction economics, and incentive-structure design.
- Excellent stakeholder management and negotiation skills, bilingual in Bahasa Indonesia and English.
Responsibilities
- Manage and grow a portfolio of PPOB partners, acting as the primary commercial point of contact for account planning, negotiation, and renewal.
- Build and execute account growth plans that deepen wallet share with existing PPOB partners and identify white-space expansion opportunities within the segment.
- Monitor partner health and revenue concentration risk, and proactively flag and manage diversification needs when a single partner represents an outsized share of segment revenue.
- Lead commercial negotiations on contract terms, incentive structures, and renewals, balancing growth targets against margin and risk.
- Act as the escalation owner for partner-impacting incidents (e.g., fraud events, sub-distribution issues, service disruptions), coordinating cross-functionally with Risk, Legal, and Engineering.
- Partner with Risk on sub-distribution and fraud-control policy as it applies to the PPOB channel, drawing on lessons from past incidents to prevent recurrence.
- Represent the voice of PPOB partners internally, feeding market and competitive intelligence into the broader Partnerships and product roadmap.
- Report on portfolio performance (revenue, SEU/transaction volume, retention, concentration) to the Head of BD & Partnerships.
