Carrier Relations Specialist

Comviva; Gurugram District; Hybrid; INR 4,000,000 - 7,000,000; Full time

Job summary

Comviva in India is seeking a senior Commercial Operations lead to own end-to-end CPaaS carrier and wholesale messaging accounts. You will drive cost-efficient delivery, billing accuracy, margin protection, and cross-country routing governance for a mission-critical global client.

Responsibilities include managing vendor relationships, pricing, SLAs, reconciliation, and regulatory compliance, while partnering with sales and engineering to expand account profitability and ensure reliable

Qualifications

• CPaaS operations and wholesale carrier management experience.
• Experience with large global enterprise accounts in messaging.
• Strong understanding of contractual pricing and vendor management.

Responsibilities

• Own vendor relationships supporting customer traffic.
• Maintain diversified routing options per country to ensure cost efficiency and SLAs.
• Negotiate rate cards and volume discounts; manage long-term commercial agreements.
• Hold currency protections and track vendor cost & pricing updates.
• Own gross margin performance for traffic and ensure alignment of costs and pricing.

Skills

CPaaS operations

Wholesale carrier mgmt

Enterprise messaging

Carrier operations

Education

Bachelor's degree in engineering (Telecom/IT/CS)

MBA or business exposure

Tools

APIs

Cloud deployments

Network APIs / NaaS

Job description

Experience

Experience: 7-12 years

Role Overview

To serve as the commercial and carrier operations owner for the Comviva's global messaging

accounts, ensuring:

• - Cost-efficient and high-quality message delivery
• - Billing accuracy and margin protection
• - Contractual compliance across countries and channels

This role acts as the commercial control tower for the key accounts, managing supplier relationships, pricing negotiations, routing economics, and financial reconciliation end-to-end. The objective is to protect and expand gross margins while ensuring operational excellence for a mission-critical global enterprise client.

Key Responsibilities

• Own vendor relationships specifically supporting Customer traffic.
• Maintain diversified routing options per country to ensure: Redundancy Cost efficiency SLA
• stability Negotiate: Dedicated rate cards Volume-based discounts Long-term commercial
• holds Currency protections Conduct periodic supplier performance reviews aligned to
• Account SLAs.
• Own gross margin performance for traffic.
• Maintain accurate vendor rate versioning and effective-date tracking.
• Ensure alignment between Vendor cost Client pricing Routing assignments
• Identify and mitigate: Margin erosion due to vendor cost increases Country-specific pricing
• risks
• Contract misalignment: Support leadership in strategic pricing discussions and RFP
• responses.

Commercial Ownership & Margin Protection

• Own gross margin performance for traffic.
• Maintain accurate vendor rate versioning and effective-date tracking.
• Ensure alignment between Vendor cost Client pricing Routing assignments
• Identify and mitigate: Margin erosion due to vendor cost increases Country-specific pricing
• risks
• Contract misalignment: Support leadership in strategic pricing discussions and RFP
• responses.

Routing Governance (Commercial Oversight)

• Define routing approach per country balancing: Cost Delivery rate Latency Spam filtering
• risks Oversee LCR/N-Best strategies in coordination with engineering/NOC.
• Ensure all routing changes are documented with effective dates in internal system.
• Minimize disruption risk to live traffic.

Billing & Reconciliation Control

• Customer traffic volumes-Effective vendor rates Currency terms Identify discrepancies and
• Client Billing Validation Validate billing reports before release.
• Ensure billing accuracy against: Contract pricing Country rules Channel-specific rates Support
• Finance during month-end and quarterly reviews.

SLA & Quality Assurance Track and manage

• SMS delivery rate DLR accuracy Latency Complaint rates Spam filtering incidents Run test
• campaigns when needed.
• Proactively mitigate quality risks before they impact Clients. Risk & Compliance
• Management

Regulatory violations

Reporting & Documentation:

• Ensure compliance with country-specific A2P rules. Maintain audit-ready documentation for
• Executive Reporting & Strategic Support Provide structured monthly updates on: Gross
• margin performance Cost trends
• Vendor dependency exposure SLA adherence Support senior leadership in: Commercial
• negotiations Renewal discussions Expansion opportunities Contribute to account growth
• strategy while protecting profitability.

Required Skills & Experience

Qualifications

• Bachelor's degree in engineering (Telecom / IT / Computer Science) or equivalent.
• MBA or business exposure is a plus.
• Experience in CPaaS operations, Wholesale voice/SMS carrier management, enterprise
• messaging environments.

Domain & Technical

• 9+ years of experience in CPaaS operations Wholesale voice/SMS carrier management,
• enterprise messaging environments.
• Experience in managing partnerships & alliances along with the carrier operations.
• Direct experience handling large global enterprise accounts.
• Working knowledge of telecom networks, APIs, cloud deployments, and enterprise IT
• Familiarity with Network APIs / NaaS concepts is highly desirable.
• Proven experience handling enterprise presales cycles, from discovery to deal support.
• Commercial Acumen: Understands margin dynamics per country and per message.
• Negotiation Capability: Confident handling global carriers and aggregators.
• Financial Discipline: Strong reconciliation and billing governance mindset.
• Enterprise Sensitivity: Understands SLA pressure and executive-level accountability.
• Data Fluency: Comfortable working with large datasets and structured ledger systems.
• Key KPIs: Gross margin stability or improvement, Cost per message reduction over time, Zero
• billing discrepancies to client
• Vendor invoice: variance below defined threshold SLA adherence above agreed benchmark
• Fraud loss prevention: Reduction in dependency on single supplier per country

Why This Role Is Critical

This is a strategic, multi-country, SLA-sensitive enterprise account. This role ensures:

• - Delivery reliability

It directly impacts: Account retention Renewal leverage Enterprise credibility Long-term CPaaS

About Comviva

Comviva empowers organizations to drive transformative growth with measurable business impact.

Our AI-driven digital solutions and intelligent platforms enable our customers to unlock new revenue opportunities, enhance customer experiences, and simplify operational complexities to achieve exponential success.

trusted by 200+ global communication service providers and enterprises to solve complex challenges and prepare for the future. With our solutions deployed across 100+ countries, Comviva has brought the benefits of digital innovation and mobility to billions worldwide. As a Tech Mahindra Company and a member of the Mahindra Group, Comviva is committed to driving growth, efficiency, and transformation for tomorrow. Backed by a strong R&D foundation, 70+ patents, and recognition from Gartner, Forrester, IDC, and Juniper Research, we are trusted for our innovation, technology excellence, and the impact we create for our customers, communities, and the industry.

Why Join Us

At Comviva, you get the best of both worlds the agility and innovation of a startup, powered by

the scale and stability of a global enterprise. We foster a people-first, inclusive, and empowering

culture where ideas thrive, and individuals grow. Join us to create meaningful impact, collaborate

with high-performing teams, and advance your career with one of the world's most trusted brands