GM – Sales (Account Manager), Media & Entertainment Services

GM Sales (Account Manager), Media & Entertainment Services

Location: Mumbai

Reports to: Regional Sales Head India

About Tata Communications

Tata Communications is a global digital ecosystem enabler supporting enterprisesincluding the worlds leading media and entertainment brandson their digital transformation journey. With cuttingedge platforms, cloudfirst technologies, global connectivity, media workflow services, and managed security capabilities, we help broadcasters, OTT platforms, studios, gaming companies, content distributors and live event owners deliver exceptional experiences to audiences worldwide.

Our global footprint spans 200+ countries and territories, carrying ~30% of the worlds internet routes and connecting 4 out of 5 mobile subscribers worldwide. With one of the worlds largest wholly owned subsea fibre networks and a rapidly expanding media delivery ecosystem, we serve 7,000+ global customers including Fortune 500 enterprises.

Learn more: https://www.tatacommunications.com/

Purpose of your Role

The GM Sales (Account Manager) for Media & Entertainment Services will drive deep, strategic account engagement across leading broadcasters, OTT platforms, digital media companies, sports organisations, gaming publishers, production houses and system integrators.

This role is accountable for full P&L ownership in assigned accountsorder booking (OB), revenue growth, improving product penetration ratio (PPR), and developing new business across Tata Communications M&E portfolio, including:

• Media Cloud & Edge services
• Live video connectivity
• Remote production and broadcast workflows
• Media delivery & CDN
• Media asset management & content supply chain solutions
• Cloud, security, and endtoend managed services
• Managed Network Services
• Customer Interactive Suite

The role requires building and expanding executivelevel relationships, displacing incumbents where possible, and significantly increasing digital wallet share in a highly dynamic, contentdriven market.

You will be accountable for (Key Responsibilities)

Sales & Revenue Ownership

• Achieve assigned Order Booking (OB) and revenue targets from media and entertainment accounts.
• Drive revenue expansion through new logo acquisition and incremental wallet share in existing media clients.
• Reduce churn by strengthening service adoption and ensuring highquality experiences across M&E workflows.

Market Expansion & Penetration

• Identify and prospect new opportunities across broadcast, OTT, gaming, sports, production, and content distribution ecosystems.
• Increase PPR by crossselling cloud, edge, connectivity, security, and media workflow solutions.
• Develop and execute a robust Media GTM strategy for enterprise and global media accounts.

Strategic Customer Engagement

• Build strong relationships with CXOs, CTOs, Digital Heads, Broadcast Engineering leaders, and Content Operations teams.
• Shape customer digital transformation agendas leveraging Tata Communications media innovations.
• Lead solution mapping for complex media workflowslive events, contribution, distribution, and cloudbased production.

Deal Management & Execution

• Build and maintain a highquality digital deal funnel using SFDC, ensuring accurate forecasting and pipeline hygiene.
• Lead opportunity qualification, bid strategies, commercial structuring, and deal closure.
• Partner with product, presales, delivery, and service assurance teams to ensure winwin customer outcomes.

Account Development & Planning

• Prepare and execute annual and quarterly Strategic Account Plans tailored for M&E industry use cases.
• Map the media ecosystem and identify whitespace opportunities: remote production, cloud migration, content localisation, CDN offload, marketplace integrations.
• Track industry trendssports rights, FAST channels, cloud production, AI/ML adoptionand translate them into actionable sales opportunities.

You have (Qualification & Experience)

Minimum Qualification & Experience

• Bachelors degree; MBA preferred.
• 15+ years of enterprise sales experience, with at least 710 years in Media & Entertainment, Broadcast, TelcoMedia, CloudMedia, or OTT ecosystems.
• Proven experience managing large strategic media accounts and delivering multimilliondollar annual revenue.
• Strong understanding of media workflow technologieslive video transport, remote production, CDN, cloud playout, storage, VOD workflows, broadcast engineering, or sports technology.

Technical Competencies

Preferred certifications or domain knowledge in:

• Cloud & Hosting (AWS, Azure, GCP)
• Media Cloud / CDN technologies
• Security, UCC & Managed Services
• Data analytics, digital workflow transformation
• Technical sales certifications in media or broadcast technologies (SMPTE, AWS Media, Harmonic, etc.)

Desired Skill Sets

• Strong ecosystem knowledge across broadcast, OTT, studios, sports leagues, production, postproduction, gaming, and content delivery partners.
• Experience in SFDCdriven sales cadence, forecasting, and digital funnel management.
• Ability to design & drive GTM plans for media acquisition and expansion.
• Experience dealing with Strategic large accounts is an added advantage (where media services intersect with enterprise customers).