Senior Manager

About the Team and Function

broadcasting, live sports, OTT, gaming, esports

drive deep and strategic customer engagement

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 2–3 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.
• 2–4 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.