Commercial Manager - Cloud Services

Job Title : Assistant Manager / Manager - Commercial

Purpose : Reporting to the Senior Manager - Commercial, this role is responsible for developing and executing business development and commercial strategies for technology-driven initiatives within the organisation. The focus areas include the OTT Technology Stack, Enterprise Technology, and Broadcast Technology. This position demands a unique combination of technical expertise and commercial insight to structure favourable deals, manage key partnerships, and support data-driven decision-making.

Education : Bachelor’s degree in engineering, Business, Supply Chain, or a related field; an MBA is preferred

Experience : Minimum 8 years of experience in technology partner sales, business development, or commercial roles within the media, OTT, or enterprise technology sectors.

Location : Mumbai

Reporting Relationship : Senior Manager - Commercial

Business / Channel / Function : Commercial

Key Responsibilities :

Commercial Strategy & Deal Structuring

Develop and implement commercial strategies tailored for cloud infrastructure, SaaS platforms, CDN services, and OTT technologies.

Evaluate and onboard vendors whose offerings align with the company’s business objectives and technical prerequisites.

Lead the negotiation and structuring of mutually beneficial agreements with technology vendors and strategic partners.

Pursue cost optimisation and drive value creation by introducing innovative commercial models.

Cloud & OTT Expertise

Collaborate closely with Cloud Engineering and DevOps teams to understand infrastructure requirements and negotiate optimal contracts accordingly.

Support the development of the OTT platform by identifying and sourcing essential tools and services for content delivery, encoding, Digital Rights Management (DRM), and analytics.

Operations & Budget Management

Oversee the complete procurement process, including management of purchase orders, contract lifecycles, and compliance with relevant policies.

Monitor and control technology budgets, ensuring cost efficiency and maximising return on investment for all procurements.

Stakeholder Engagement

Liaise effectively with cross-functional teams such as Engineering, Finance, Legal, and Content Operations to ensure alignment in procurement activities.

Present procurement insights and strategic recommendations to senior leadership in a clear and compelling manner.

Data-Driven Decision Making

Analyse vendor performance metrics, monitor market trends, and assess cost structures to guide sourcing and procurement decisions.

Develop dashboards and reports to track key procurement KPIs and highlight opportunities for process improvement.

Critical Competencies :

Comprehensive understanding of Go-To-Market and Business Development strategies specific to OTT Technology Stack, Enterprise Technology, and Broadcast Technology.

Solid grasp of cloud engineering concepts, including experience with AWS, Azure, or GCP, as well as familiarity with OTT platform architecture.

Demonstrated ability in vendor negotiation, contract management, and effective budget control.

Excellent communication and interpersonal skills, with the ability to influence both internal stakeholders and external vendors.

Strong analytical mindset, with proficiency in Microsoft Excel, procurement tools, and data visualisation platforms.

Why join us?

CulverMax Entertainment Pvt Ltd (Formerly known as Sony Pictures Networks India) is home to some of India’s leading entertainment channels such as SET, SAB, MAX, PAL, PIX, Sony BBC Earth, Yay!, Sony Marathi, Sony SIX, Sony TEN, SONY TEN1, SONY Ten2, SONY TEN3, SONY TEN4, to name a few!

Our foray into the OTT space with one of the most promising streaming platforms, Sony LIV brings us one step closer to being a progressive digitally led content powerhouse.

Our independent production venture- Studio Next has already made its mark with original content and IPs for TV and Digital Media.

But our quest to Go Beyond doesn’t end there. Neither does our search to find people who can take us there.

We focus on creating an inclusive and equitable workplace where we celebrate diversity with our Bring Your Own Self Philosophy. We strive to remain an ‘Employer of Choice’ and have been recognized as :

• India’s Best Companies to Work For 2021 by the Great Place to Work® Institute.
• 100 Best Companies for Women in India by AVTAR & Seramount for 6 years in a row - UN Women Empowerment Principles Award 2022 for Gender Responsive Marketplace and Community Engagement & Partnership
• ET Human Capital Awards 2023 for Excellence in HR Business Partnership & Team Building Engagement
• ET Future Skills Awards 2022 for Best Learning Culture in an Organization and Best D&I Learning Initiative.

The biggest award of course is the thrill our employees feel when they can Tell Stories Beyond the Ordinary!