Head of Agency Partnerships, Indonesia - GBS

TikTok's Global Business Solutions (GBS) regional sales and advertising teams drive revenue growth by promoting our advertising solutions, onboarding clients, and running campaigns that deliver measurable results.

Client needs, market trends, and performance expectations shift constantly, and differently in every market. We build strategy accordingly, turning those moving pieces into advertising solutions that work and client partnerships that last.

You will help businesses grow on a global platform, working on the campaigns and relationships that turn advertisers into long-term partners.

About the role

We are looking for a Head of Agency Partnerships to lead our agency business in Indonesia. This person will own the agency strategy, revenue plan, senior partner relationships, and performance of the Agency Partnerships team.

The role requires strong commercial judgment and comfort with data. You will use account, agency, product, and market data to decide where the team should invest its time. You will also facilitate commercial negotiation with agencies, turning business problems into proposals with clear economics, commitments, and measures of success.

You should understand how agencies operate across planning, investment, trading, pitches, procurement, measurement, and client leadership. Senior relationships matter, but the job is measured by revenue, product adoption, forecast accuracy, and the quality of the business built with agency partners.

Responsibilities

• Set the agency strategy for Indonesia, including revenue targets, agency segmentation, coverage, product priorities, and investment choices.
• Own agency revenue performance and forecasting. Identify risks, gaps, and upside at the agency, advertiser, vertical, and product level.
• Use data to determine where growth is coming from, where share is being lost, and which opportunities deserve commercial or leadership support.
• Establish a consistent operating rhythm for pipeline reviews, forecast calls, partner performance reviews, and quarterly business reviews.
• Build joint business plans with priority agency groups and independent agencies. Convert broad partnership goals into revenue, product, client, and capability commitments.
• Generate deal ideas based on partner needs and market opportunities. These may include annual investment agreements, product-adoption programs, category growth plans, new-client incentives, measurement partnerships, or solutions tied to major commercial moments.
• Work with Finance, Legal, Product, Measurement, Sales Operations, and regional teams to make sure proposed deals are financially sound, operationally workable, and compliant.
• Track deal performance after signing. Address under-delivery early and renegotiate when the original assumptions no longer hold.
• Develop senior relationships across agency holding companies, their operating agencies, and leading independent agencies in Indonesia.
• Create opportunities that connect agency priorities with our advertising, commerce, creator, measurement, and performance solutions.
• Lead and develop the Agency Partnerships team. Set clear performance standards, coach strategy, and build succession coverage.

Minimum qualifications

• 10 or more years of experience in advertising, media, digital platforms, ad technology, agency leadership, or a related commercial field.
• Strong knowledge of the Indonesian advertising market and experience working with major agency groups or independent agencies.
• Experience creating and negotiating complex commercial agreements, including deals with multiple stakeholders, performance conditions, or investment commitments.
• Strong analytical judgment. You can interpret revenue, pipeline, product, advertiser, and market data; identify the real drivers; and turn the analysis into commercial action.
• Strong understanding of agency planning, investment, trading, pitches, procurement, and measurement.
• Ability to present a clear recommendation when the data is incomplete or stakeholders disagree.
• Full professional fluency in spoken and written English and Bahasa Indonesia. The candidate must be able to lead executive meetings, presentations, and commercial negotiations.

Preferred qualifications

• Experience at a digital platform, technology company, media owner, agency holding group, or large agency network.
• Experience across brand advertising, performance marketing, commerce, creator solutions, or measurement.
• Familiarity with business-intelligence tools, advanced spreadsheet analysis, or SQL. Hands-on technical expertise is useful but not required.