About the Team and Function
The Media Services account team is responsible for driving revenue growth, expanding into new service lines, and establishing new sub-segments within the media industry. The team works across broadcasting, live sports, OTT, gaming, esports, and emerging digital media workflows.
As a Senior Manager, you will drive deep and strategic customer engagement within a defined set of enterprise media accounts. You will understand the customer's industry context, technology landscape, and business priorities to identify and develop large opportunities that lead to deal closure.
Your work will involve:
Mapping CXO-level stakeholders across assigned accounts/segments.
Identifying and shaping new business opportunities.
Collaborating with internal engineering, solutions, and product teams to deliver complex media and connectivity solutions.
Driving strategic customer interactions that translate into large business outcomes.
Achieving defined order booking (OB) and revenue targets.
Delivering an exceptional customer experience and contributing to strong NPS outcomes.
Key responsibilities include:
- Developing a 23 year strategic account plan by understanding customer business models, workflows, and growth drivers.
- Increasing wallet share and positioning Tata Communications as a strategic transformation partner within their media and digital ecosystem.
- Identifying opportunities for large, multi-tower, multi-year, multi-product engagements.
- Delivering OB and Revenue targets consistently, quarter-on-quarter.
- Utilizing a solution-selling and consultative approach to influence customer decisions.
- Leading large and complex deal pursuits and building strong CXO connections in client organizations.
- Leading negotiations and ensuring deal progression through collaboration with BD, Bid Management, Solutions, Legal, Commercial, and other cross-functional teams.
- Managing and updating opportunities in Salesforce CRM to ensure predictable pipeline visibility.
- Tracking market and competitor movements to provide insights to internal product teams.
You have experience in (including any education background & Certifications)
- MBA (General Management, Marketing, Strategy) + BE in Electronics/Computer Engineering from reputed institutes preferred.
- 24 years experience in the Media & Entertainment value chain, media service provider ecosystem, broadcasting, OTT, gaming, esports, or media technology start-up environment.
- Experience in adjacent technology or telecom sectors is strongly preferred.
- Technical sales certifications in Media Technologies, Cloud, Network/Connectivity solutions would be an added advantage.
You must demonstrate (behaviours to display - DRIVE)
- Strong collaboration across internal stakeholders (Product, Marketing, Service Management, Billing & Collections, Solutions) and external partners (research firms, customer forums, OEM vendors, channel partners).
- Excellent communication, executive presence, and client relationship management.
- Strong awareness of industry trends shaping the Media & Entertainment landscape.
- Demonstrating DRIVE behaviours:
- Accountability & Ownership
- Collaboration
- Innovation & Agility
- Ability to learn technical architectures at a fundamental level to lead initial solutioning for enterprise and media workflows.
