Fritz, Country Manager and Business Development Director, Global Institutions at SUNRATE Indonesia.
As SUNRATE continues expanding its global footprint, strong local leadership plays a crucial role in shaping how we serve clients across markets. We spoke with Fritz, Country Manager and Business Development Director for Global Institutions at SUNRATE Indonesia, about his journey from global banking to fintech and his perspective on building resilient cross-border payment ecosystems.
Tell us a bit about yourself, Fritz.
I’m the Country Manager and Business Development Director for Global Institutions at SUNRATE Indonesia. My role sits at the intersection of local market growth and global institutional strategy, which means constantly balancing on-the-ground realities with cross-border scale.
Before joining SUNRATE, I spent years in global banks and financial institutions. That experience shaped how I think about regulation, risk management, and trust — not as constraints, but as the foundations of sustainable growth.
You've moved from global banking into fintech. What does "building" mean to you in a role that spans both local and international markets?
For me, building is about laying long-term foundations, not chasing short-term wins.
In Indonesia, that means designing solutions that genuinely work within local regulations, business practices, and customer expectations. For Global Institutions, it’s about enabling scalable, compliant infrastructure that performs consistently across markets.
The real challenge and opportunity lies in combining deep local understanding with SUNRATE’s global platform. When that balance is right, you’re not just moving money; you’re building systems and relationships that can evolve and endure.
In payments, growth opportunities can appear quickly. Can you share a moment where you chose long-term integrity over a short-term win?
That situation comes up more often than people realise. There are always deals that promise fast volumes and immediate revenue. But if something doesn’t fully align with our risk and compliance standards, I’m comfortable walking away. It may slow growth in the short term, but it protects our credibility and reinforces trust internally and with partners.
In financial services, integrity isn’t negotiable. It’s what enables sustainable success and long-term partnerships.
How has your perspective on the payments industry evolved over time?
Earlier in my career, I saw payments mainly through the lens of speed and cost.Those factors still matter, but today I view payments as part of a much bigger ecosystem.
Now, it’s about how compliance, technology, partnerships, and customer experience come together to support real business growth. Especially in cross-border payments, success isn’t just about how fast money moves but more about how well everything works together behind the scenes.
What’s an example of going the extra mile that made a real difference?
One experience that stands out was helping a local client redesign their entire payment flows (for both domestic and cross-border) across multiple markets.
Instead of offering a standard solution, we invested time in deeply understanding their operational challenges and tailoring an approach around their specific needs. It wasn’t the simplest path, but it delivered meaningful operational impact and significantly strengthened the partnership.
It reinforced something I strongly believe: real value comes from listening closely, thinking beyond the obvious, and committing to solutions that genuinely transform how clients operate.
Indonesia is a unique market. What has it taught you about customers and partnerships?
Indonesia has taught me that relationships matter just as much as technology.
Trust, presence, and consistency are critical here. Long-term success doesn’t come from quick wins. It comes from showing up, understanding the local context, and investing in partnerships over time. That lesson continues to shape how I work with both local teams and global institutions.
How do you balance trust and innovation when working with global institutions?
Trust always comes first. Strong governance, compliance, and risk management create the confidence needed for innovation to happen responsibly.
This philosophy aligns closely with SUNRATE’s mission, enabling institutions to scale across borders without sacrificing control or integrity.
What excites you most week to week?
Seeing clients grow on the SUNRATE platform is incredibly rewarding. But just as exciting is watching our Indonesia team step confidently into bigger roles and take on new challenges. Turning ideas into real impact, whether that’s client success or team development, is what keeps the energy high for me.
Can you share a moment at SUNRATE that shaped your growth?
There was a point when leadership encouraged me to move beyond country-level growth and contribute to shaping our Global Institutions strategy.That trust pushed me out of my comfort zone and expanded my perspective, allowing me to think regionally and globally, and to have a broader impact across markets.
What’s been your biggest challenge at SUNRATE?
Leading complex regulatory and cross-border initiatives pushed me beyond purely commercial work. It required a more holistic view of how regulation, technology, and strategy intersect.Those experiences weren’t always easy, but they played a key role in shaping me into a more well-rounded fintech leader.
Finally, what advice would you give to someone looking to grow their career at SUNRATE?
Take ownership, stay curious, and think beyond your role.
Growth happens when you’re willing to step up, ask questions, and contribute beyond what’s expected.