Senior Account & Partnership Manager (PPOB Segment)

BukuWarung; Indonesia; On-site; IDR 400,000,000 - 680,000,000; Full time

Job summary

BukuWarung is seeking a Senior Account Manager to own and grow its PPOB partner portfolio within Indonesia's leading agent payments ecosystem. You will manage high-volume partner relationships, negotiate contracts, monitor risk, and coordinate with Risk, Legal, and Engineering to balance growth with margin and reliability.

This is a revenue-accountable role with cross-functional exposure and opportunities to influence product roadmap.

Qualifications

• 8+ years of experience in the payments industry (banking, fintech, PSP, switching, or agent-network payments).
• 5+ years working with PPOB/agent-network ecosystem with commercial/operational understanding.
• Proven track record managing large or revenue-concentrated partner accounts, including negotiations and renewals.

Responsibilities

• Manage and grow a portfolio of PPOB partners, serving as the primary commercial contact for planning, negotiation, and renewal.
• Develop account growth plans to deepen wallet share and identify expansion opportunities within the segment.
• Monitor partner health and revenue concentration risk, flag diversification needs as required.
• Lead commercial negotiations on terms, incentives, and renewals with balance of growth, margin, and risk.
• Coordinate with Risk, Legal, and Engineering on incidents and policy compliance.
• Represent PPOB partner voice internally to inform strategy and roadmap.
• Report portfolio performance to Head of BD & Partnerships.

Skills

Payments industry

PPOB ecosystem

Negotiation

Risk collaboration

Account management

Contract renewals

Cross-functional work

Bahasa Indonesia & English

Job description

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.

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.