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About Watcho
Watcho is India's leading OTT aggregator platform by Dish TV India, offering subscribers access to 15+ streaming services, 300+ live TV channels, and 10,000+ hours of on-demand content under a single subscription. Our mission is to make premium entertainment accessible to every Indian household and we are scaling aggressively across digital and financial ecosystems to get there.
Role Overview
We are looking for a commercially driven, entrepreneurial Manager to own and scale Watcho's revenue through strategic partnerships with e-commerce platforms, online marketplaces, and loyalty & rewards ecosystems with a particular focus on the fintech and financial services sector.
The ideal candidate will have a hunter's mindset combined with the ability to nurture long-term institutional relationships. You will be the primary owner of driving Watcho subscriptions through partner channels and are directly accountable for growing monthly revenue through this segment.
Key Responsibilities
Business Development & Sales
- Identify, prospect, and close partnership deals with e-commerce platforms (Amazon, Flipkart), horizontal marketplaces, super-apps, and digital storefronts.
- Build a structured sales pipeline with fintech companies, Aggregators digital banks, NBFCs, insurance platforms, and neo-banks to distribute Watcho subscriptions as part of their loyalty or reward stack.
- Drive Watcho's presence on credit card benefits portals, banking rewards programs, UPI cashback ecosystems, and insurance renewal benefits.
- Negotiate commercial terms and drive inbound and outbound outreach, prepare compelling pitch decks and proposals, and represent Watcho in partnership conversations at senior levels.
Platform Onboarding & Integration
- Own end-to-end onboarding of new partners from initial pitch to live activation coordinating across tech, product, finance, and legal teams internally.
- Ensure seamless integration of Watcho's subscription offering on partner platforms (APIs, affiliate links, coupon vouchers, co-branded pages, etc.).
- Create partner playbooks, onboarding documentation, and SLAs to standardize the activation process and reduce time-to-revenue.
Revenue Ownership & Growth
- Own a revenue target of 2-3 Mn/month average through partner-led channels, tracking monthly performance against budget.
- Monitor partner-level GMV, conversion rates, subscription activations, churn, and renewal metrics; identify levers for optimization.
- Work closely with the pricing and product teams to design partner-specific offers, trial packs, and promotional SKUs.
Relationship Management
- Serve as the primary relationship owner for a portfolio of 1020 strategic partners, conducting regular business reviews.
- Coordinate internal stakeholders (tech, marketing, content, finance, legal) to ensure partner commitments are honored and partners are satisfied.
- Identify upsell and expansion opportunities within existing partner accounts e.g., moving from voucher distribution to deep API integration or co-branding.
Qualifications & Experience
Must Have
- 36 years of experience in B2B partnerships, business development, or enterprise sales preferably in OTT, media, fintech, or loyalty and digital consumer services.
- Demonstrated track record of closing deals with e-commerce platforms, banks, fintechs, or rewards/loyalty program operators.
- Strong understanding of the Indian digital payments and fintech landscape familiarity with UPI ecosystem, co-branded credit cards, and reward platforms.
- Ability to own a revenue number and work backward from targets to build structured plans.
- Excellent written and verbal communication skills; confident presenting to CXO-level stakeholders.
Good to Have
- Prior experience working with subscription-based businesses or OTT/digital entertainment companies.
- Existing network within fintech companies, digital banks, or large e-commerce players in India.
- Exposure to affiliate marketing, API-driven partner integrations, or loyalty platform mechanics.
- MBA from a reputed institution (preferred, not mandatory).
Behavioral Competencies
- Hunter mindset with the tenacity to build a pipeline from scratch and push deals across the finish line.
- High ownership and accountability you treat the revenue number as your own P&L.
- Strong commercial acumen; able to structure win-win commercial models across diverse partner types.
- Collaborative and cross-functional; comfortable navigating internal processes to deliver for partners.
- Data-driven decision maker; uses dashboards and metrics to identify risks and opportunities early.
- Resilient, adaptable, and thrives in a fast-paced, high-growth startup environment.
