Role- Divisional Head - ISP
Job Description-
- Drive OTT subscription sales through India's ISP ecosystem — BSNL, Airtel, Jio Fiber, SITI, Hathway, GTPL, and regional broadband operators.
- Negotiate and close bundled subscription deals with ISPs — co-branded offers, embedded billing, and last-mile distribution partnerships.
- Recruit, mentor, and lead a team of 4 sales executives covering defined regional territories.
- Set weekly, monthly, and quarterly targets for the team and track performance via CRM dashboards.
- Build and manage a pipeline of ISP, cable, and telecom operator accounts from pitch to signed agreement.
- Represent VZY at industry events, broadband expos, and ISP summits to strengthen brand presence.
- Collaborate with VZY's product, content, and marketing teams to craft compelling partner packages.
- Provide ground-level market intelligence on competitor OTT bundling strategies in the Indian market.
Must Have
- 8–14 years in B2B sales with at least 7-8 years in ISP, telecom, or broadband industry.
- Existing, active relationships with decision-makers at major ISPs across 2+ regions of India.
- Demonstrated success in selling OTT, digital media, SaaS, or subscription-based products.
- Proven experience managing and growing a field sales team.
- Strong understanding of ISP billing integrations, co-branding models, and last-mile B2C delivery.
- MBA or equivalent; Bachelor's in business, marketing, or engineering preferred.
- ISP/Telecom sales background
- Active ISP network across India
- OTT / SaaS subscription sales
- Field team management experience
- ISP billing & bundling knowledge
Nice to Have
- Prior experience with OTT platforms (ZEE5, SonyLIV, JioHotstar, Aha, etc.).
- Network in cable TV / DTH distribution (TRAI-registered operators).
- Familiarity with CAS/SMS systems used by Indian cable operators.
- Understanding of ARPU, churn models, and OTT subscription economics.
- Regional language proficiency (Hindi + one South/East Indian language preferred).
TEAM LEADERSHIP —
- Define territory split across North, South, East, and West India for each sales leads
- Run weekly pipeline review calls and monthly one-on-ones focused on growth and skill building.
- Design incentive structures, contests, and recognition programs to keep team motivation high.
- Coach on consultative selling techniques tailored to ISP procurement cycles and timelines.
