Lead India Subscriptions and Partnerships Digital Business

Sony Pictures; Gauteng; On-site; ZAR 1 311 000 - 1 968 000; Full time

Job summary

A leading entertainment company is looking for a Lead in India Subscriptions and Partnerships to drive subscriber growth and revenue via strategic partnerships and pricing innovations. The role requires deep expertise in digital subscriptions and a strong background in partnerships to engage B2B alliances. Ideal candidates will have 12-14 years of experience in subscription growth with excellent analytical skills and a proven record in managing B2B relationships. Located in South Africa, this position combines strategic responsibilities with leadership opportunities.

Qualifications

• 12-14 years of experience in subscription growth, digital partnerships, or revenue strategy.
• Proven success in scaling subscription businesses and driving retention.
• Excellent leadership skills with a focus on cross-functional collaboration.

Responsibilities

• Drive subscriber growth through strategic partnerships and pricing innovation.
• Develop and execute go-to-market plans for B2B subscriptions.
• Monitor KPIs including subscriber growth and revenue contribution.

Skills

Subscription growth expertise

Digital partnerships experience

Negotiation skills

Analytical orientation

Leadership and collaboration

Education

MBA or equivalent postgraduate degree

Job description

Career Opportunities: Lead - India Subscriptions and Partnerships, Digital Business (3363)

Requisition ID3363-Posted -Digital (0008)-1003

Position

Lead - India Subscriptions and Partnerships, Digital Business

Purpose

To drive subscriber growth and revenue for SonyLIV’s India business through strategic partnerships, pricing innovation, and go-to-market initiatives. The role will focus on expanding the subscription base via B2B partners across diverse partnership, telco, OEM, and enterprise partnerships, while strengthening retention, engagement, and monetization across digital channels.

Education

MBA or equivalent postgraduate degree in Marketing, Business Management, or a related field from a reputed institute.

Desired Experience

• 12–14 years of experience in subscription growth, digital partnerships, or revenue strategy within OTT, telecom, media, or digital platforms.
• Proven success in scaling subscription businesses, driving customer retention, and managing strategic B2B alliances.
• Demonstrated expertise in digital distribution models, pricing innovation, analytics, and partner-driven monetization.
• Strong business acumen and strategic thinking.
• Deep understanding of digital subscription ecosystems, distribution models, and monetization levers.
• Excellent negotiation and stakeholder management skills.
• High analytical orientation with a focus on data-driven decision-making.
• Effective leadership and cross-functional collaboration capabilities

Position Interlinkages

• Internal: Product, Marketing, Data Analytics, Content, Finance, Legal, and Technology teams.
• External: Telco partners, OEMs, aggregators, payment gateways, and other strategic business partners.

Reporting Relationship

Head - B2B Subscription and Partnerships, Digital Business

Business/Channel/Function

Digital

Key Responsibilities

• Own the end-to-end subscription growth charter for India — driving acquisition, engagement, and retention across partner ecosystems.
• Develop and execute scalable go-to-market plans that optimize partner-led subscription funnels

2. Strategic Partnerships & Business Development

• Identify, negotiate, and manage high-impact partnerships across telcos, banks, loyalty programs, rewards networks, OEMs, and aggregators.
• Expand the B2B partner portfolio and ensure consistent revenue growth through proactive relationship management and performance optimization.
• Lead commercial negotiations, contracting, and end-to-end partner lifecycle management including order execution, billing, and collections.
• Ensure there are new B2B partner additions every quarter and revenue from the existing partner is on growth by taking timely intervention

3. Product, Pricing & Customer Experience

• Partner with Product and Technology teams to continuously enhance the user journey and subscription experience.
• Innovate and implement pricing, bundling, and packaging strategies that drive adoption and ARPU growth.
• Utilize analytics and consumer insights to refine product-market fit, engagement tactics, and retention levers.

4. Data-Driven Performance Management

• Monitor key performance metrics (KPIs) including subscriber growth, revenue contribution, churn from each partner and take timely actions
• Provide regular performance updates, insights, and strategic recommendations to the leadership team
• Strong business acumen and strategic thinking.
• Deep understanding of digital subscription ecosystems, distribution models, and monetization levers.
• Excellent negotiation and stakeholder management skills.
• High analytical orientation with a focus on data-driven decision-making.
• Effective leadership and cross-functional collaboration capabilities.

Other Personal Characteristics

• Self-driven and results-oriented, with a growth mindset.
• Strong interpersonal and communication skills.
• Agile, adaptable, and effective in a fast-paced, dynamic environment.
• Passionate about digital media, OTT innovation, and consumer experience.

3. Relevant understanding of the industry & business

• 6. Takes Initiative/ Energizes others with his/her passion
• 7. Proactively seeks newer and better ways of operating
• 8. Displays " Can Do" energy/ Is resourceful and persistent in overcoming obstacles
• 9. Demonstrates accountability and is decisive in taking prudent risks/ Stretches to take risks that he/she believes in
• 10. Takes responsibility for failures and learns from them/Suggests improvements
• 11. Is comfortable taking hard calls and making decisions for own area
• 12. Empowers the team and supports new ideas and data
• 13. Requires minimal supervision and direction
• 14. Is a strong team player, owns & celebrates success of the team or a team member
• 15. Strives for excellence as an individual and as a team member
• 17. Anticipates & proactively drives change
• 18. Challenges status quo & pushes persistently for change, simplification & speed
• 19. Is respected & inspires respect
• 20. Is a willing listener/Frequently leverages others ideas to improve own work area
• 21. Operates with unyielding Integrity
• 22. Collaborates with others in an open and transparent manner
• 23. Does not hesitate to give timely and honest feedback