Business Development - Strategic Partnership

BukuWarung; Jakarta Selatan; On-site; IDR 279,000,000 - 502,200,000; Full time

Job summary

BukuWarung is seeking a driven Business Development Manager to lead strategic partner acquisition and revenue-driving collaborations in Indonesia’s fintech ecosystem.

You will identify, negotiate, launch, and grow partnerships with banks, e-wallets, payment gateways, merchants and platforms, aligning with BukuWarung’s growth objectives and regulatory standards.

Qualifications

• Strong business development experience in fintech, payments, lending, banking, or digital platforms.
• Deep understanding of the Indonesian market and how to drive measurable business outcomes.
• Ability to identify, negotiate, launch and grow partnerships with banks, e-wallets, payment gateways, merchants and platforms.

Responsibilities

• Define and execute BukuWarung's partnership strategy in Indonesia.
• Lead end-to-end partnership discussions, including outreach, proposals and commercial terms.
• Manage key strategic partners, monitor performance and drive growth initiatives.
• Collaborate with product, operations, marketing, risk, compliance and tech teams for onboarding and integration.
• Define KPIs, report on pipeline and revenue impact, and ensure regulatory compliance.

Job description

We are seeking a highly driven and commercially minded Business Development Manager to lead strategic partner acquisition, relationship management, and revenue-driving collaborations for our fintech business in Indonesia. This role will be responsible for identifying, negotiating, launching, and growing partnerships with banks, e-wallets, payment gateways, merchants, platforms, financial institutions, and other ecosystem players.

The ideal candidate has strong business development experience in fintech, payments, lending, banking, or digital platforms, understands the Indonesian market, and can turn strategic opportunities into measurable business outcomes.

Key Responsibilities

Partnership Strategy & Business Development

• Develop and execute the company's partnership strategy aligned with business growth objectives in Indonesia.
• Identify, evaluate, and prioritize new partnership opportunities across fintech, banking, payments, digital commerce, telco, and platform ecosystems.
• Build a strong pipeline of strategic partners that can drive customer acquisition, product distribution, revenue growth, or ecosystem expansion.
• Conduct market mapping and competitor analysis to identify high-value collaboration opportunities.

Partner Acquisition & Negotiation

• Lead end-to-end partnership discussions, including outreach, pitching, commercial structuring, negotiation, and contract finalization.
• Create partnership proposals, business cases, and commercial models tailored to each partner.
• Negotiate win-win partnership terms, including commercial agreements, service levels, marketing commitments, and joint go-to-market plans.
• Work closely with legal, compliance, risk, and finance teams to ensure agreements meet regulatory and internal requirements.

Partner Management & Growth

• Own and manage relationships with key strategic partners to ensure strong engagement and long-term value creation.
• Monitor partner performance and identify opportunities to improve volume, conversion, revenue, and customer experience.
• Drive joint business planning, quarterly business reviews, and partner growth initiatives.
• Resolve operational or commercial issues proactively to maintain strong partner satisfaction.

Cross-Functional Collaboration

• Collaborate with product, operations, marketing, risk, compliance, and technology teams to ensure smooth partnership onboarding and implementation.
• Coordinate internal stakeholders to launch new partnerships on time and within scope.
• Support product localization and partner integration discussions where relevant.
• Partner with marketing teams on co-branded campaigns, launches, and promotional programs.

Reporting & Performance Management

• Define partnership KPIs and track performance against targets.
• Prepare regular updates on pipeline status, deal progress, partner performance, and revenue contribution.
• Use data and insights to optimize existing partnerships and support future strategy decisions.
• Ensure all partnership activities comply with applicable Indonesian financial regulations and internal governance standards.