OTT Business Development Manager

China Mobile International Limited; California (MO); On-site; USD 90,000 - 130,000; Full time

Job summary

China Mobile International (USA) Inc. in the Silicon Valley area is seeking a driven OTT Business Development Manager to grow our business with global and regional digital platform customers.

You will identify infrastructure needs and craft customized solutions leveraging our global network, data centers, cloud connectivity, and managed services. Key tasks include building strategic relationships, managing the full sales cycle, and driving revenue growth across OTT, cloud, and digital platforms.

Qualifications

• Bachelor's degree in Business, Telecommunications, Engineering, Computer Science, Marketing, or related field.
• 3–5 years of OTT sales, cloud sales, carrier sales, wholesale telecommunications, data center sales, or digital infrastructure services.
• Proven experience working with internet, cloud, content platforms, gaming, AI, fintech, or other digital platform customers.
• Strong understanding of IP networking, internet traffic, peering, subsea cable systems, cloud connectivity, data centers, content delivery, and international telecom services.
• Demonstrated ability to develop and close large, complex, long-term sales opportunities.
• Excellent communication, negotiation, and relationship-management skills.

Responsibilities

• Develop new business opportunities with OTT companies, cloud service providers, content platforms, gaming companies, social media platforms, AI companies, fintech firms, and other digital-native customers.
• Build and maintain relationships with customers’ network planning, infrastructure, procurement, engineering, finance, and executive teams.
• Promote a portfolio of digital infrastructure solutions including IP Transit, Dedicated Internet Access, International Private Lines, Ethernet, cloud connectivity, data center services, and AI infrastructure services.
• Understand customers’ network architecture, traffic patterns, capacity forecasts, latency and redundancy requirements.
• Collaborate with Product, Engineering, Network Planning, Operations, Legal, Finance, and Service Delivery to craft customized solutions.
• Manage the complete sales cycle from prospecting to order closure and post-sale coordination.
• Lead commercial discussions on pricing models, capacity reservations, SLAs, and long-term agreements.
• Develop strategic account plans and expand services across markets, routes, data centers, and product categories.
• Maintain pipeline, provide revenue forecasts, and report on account development.
• Address service delivery, network performance, billing, and operational issues with internal teams.
• Gather market intelligence on demand, pricing, expansion, and AI/cloud trends.

Job description

China Mobile International (USA) Inc. headquartered in Silicon Valley, is the largest international subsidiary of China Mobile International Limited (CMI). CMI (USA) Inc. has offices in San Jose, Los Angeles and New York, providing access to Chinese telecom network assets for customers in the United States. China Mobile International Limited (CMI) is a wholly owned subsidiary of China Mobile. Leveraging the strong support by China Mobile. CMI provides a full range of comprehensive international telecommunications services, including private line, VPN, SD-WAN, IDC, ICT, Internet, MNC services, and value-added services worldwide. Headquartered in Hong Kong, CMI has expanded its footprint to 20 countries across various regions.

China Mobile International (USA) Inc. is looking for a driven and versatile OTT Business Development Manager to develop and grow our business with global and regional digital platform customers. The role will focus on building strategic relationships with OTT companies, cloud service providers, content platforms, gaming companies, social media platforms, AI companies, fintech firms, and other digital-native businesses. The successful candidate will identify customers’ infrastructure and connectivity requirements and develop customized solutions leveraging the company’s global network, subsea cable capacity, IP resources, data centers, cloud connectivity, and managed services.

Job Responsibilities

• Develop new business opportunities with OTT companies, cloud service providers, content platforms, gaming companies, social media platforms, AI companies, fintech firms, and other digital-native customers.
• Build and maintain strong relationships with customers’ network planning, infrastructure, procurement, engineering, finance, and executive teams.
• Promote a portfolio of digital infrastructure solutions, including: IP Transit and Dedicated Internet Access, International Private Lines and Ethernet services, Wavelength and subsea cable capacity, Data center colocation and cross-connect services, Cloud connectivity and multi-cloud networking, Content delivery and network optimization solutions, Peering and interconnection solutions, Edge computing, GPU connectivity, and AI infrastructure services, Managed network and security services
• Understand customers’ network architecture, traffic patterns, capacity forecasts, geographic expansion plans, latency requirements, and redundancy requirements.
• Work with Product, Engineering, Network Planning, Operations, Legal, Finance, and Service Delivery teams to develop customized and commercially competitive solutions.
• Manage the complete sales cycle, including prospecting, qualification, solution development, pricing, proposal preparation, contract negotiation, order closure, and post-sale coordination.
• Lead commercial discussions involving pricing models, bandwidth commitments, service terms, capacity reservations, SLAs, and long-term agreements.
• Develop strategic account plans and identify opportunities to expand services across different markets, routes, data centers, and product categories.
• Maintain an accurate sales pipeline and provide regular revenue forecasts, opportunity updates, and account-development reports.
• Monitor customer experience and coordinate internally to address service delivery, network performance, billing, and operational issues.
• Gather market intelligence regarding customer demand, competitor pricing, network expansion, subsea cable developments, cloud adoption, AI infrastructure, and emerging technologies.
• Represent the company at customer meetings, industry conferences, technology events, and networking activities.
• Achieve assigned revenue, gross-margin, order-booking, and customer-acquisition targets.

Job Qualifications

• Bachelor’s degree in Business, Telecommunications, Engineering, Computer Science, Marketing, or a related field.
• 3-5 years of experience in OTT sales, cloud sales, carrier sales, wholesale telecommunications, data center sales, or digital infrastructure services.
• Proven experience working with internet, cloud, content, gaming, AI, fintech, or other digital platform customers.
• Strong understanding of IP networking, internet traffic, peering, subsea cable systems, cloud connectivity, data centers, content delivery, and international telecommunications services.
• Demonstrated ability to develop and close large, complex, and long-term sales opportunities.
• Existing relationships with OTT companies, cloud providers, content platforms, gaming companies, or digital infrastructure customers are strongly preferred.
• Strong commercial judgment and experience with pricing, profitability analysis, contract negotiation, and business-case development.
• Ability to translate customers’ technical and business requirements into practical network solutions.
• Excellent communication, presentation, negotiation, and relationship-management skills.
• Ability to work effectively across different cultures, time zones, and internal functions.
• Self-motivated, commercially driven, customer-focused, and comfortable working in a target-oriented environment.
• Ability to travel domestically and internationally as required.
• Professional proficiency in English is required; Additional languages are an advantage.
• Location Preferred: Greater LA or Bay Area.