Aparna Sharma
VICE PRESIDENT SALES
Gurgaon
Summary
A dynamic and results-driven revenue leader with over two decades of experience delivering exponential business growth across India's top-tier media and entertainment brands like Jiostar, Hotstar, Star India, Sony Pictures, and Fox International channels. Proven track record of building revenue verticals from the ground up, orchestrating cross-platform monetization strategies, and nurturing high-performing commercial teams. Expert in OTT, AdTech, and Linear TV ecosystems with a sharp acumen for scaling mid-market to enterprise-level partnerships. Adept at transforming strategy into execution, driving ₹750+ Cr annual revenue portfolios, and influencing CXO-level stakeholders. Recognized for executive impact and selected for Jio Hotstar’s Elite Women Leadership Program.
Overview
23
23
years of professional experience
Work History
DIRECTOR AD SALES
JIOSTAR
11.2024 - Current
- Responsible for end-to-end sales ownership for Television & Digital, from strategy to execution, ensuring revenue growth and long-term partnerships.
- Built and executed the strategic roadmap for the Sports Sales vertical, aligning sales priorities, client engagement initiatives, and category focus to ensure delivery against defined revenue goals, ultimately contributing 38% regional targets, generating ₹1200 Cr annually.
- Drive category leadership across FMCG, Auto, Consumer Durables, and Ancillary unlock new brand participation and deepening strategic advertising partnerships.
- Mentoring a team of 10, including 4 Associate Directors, fostering high-performing, solution-oriented talent.
- Built a strong performance culture with team members recognized quarter-on-quarter as “Most Valuable Players,” reflecting sustained delivery and leadership impact.
- Strengthened relationships with top 7 media agencies to accelerate tier-1 advertiser engagement.
- Developed integrated monetization strategy across TV and Digital channels for flagship sports content.
DIRECTOR AD SALES
HOTSTAR
06.2019 - 10.2024
- Responsible for establishing the SMB (North) vertical for Disney Hotstar from the ground up, setting up team structure, operational processes scaling the business to ₹350 Cr in 5 years.
- Designed and implemented a category-led Go-to-Market strategy building tailored sales narratives, category insights, and advertiser solutions to unlock new revenue pools beyond the top enterprise clients.
- Enabled agencies with category-led narratives, structured packages, and incentive frameworks, creating a scalable pipeline of mid-market advertisers and driving incremental revenue growth beyond traditional enterprise accounts.
- Build a KPI framework focused on business creation and market expansion, tracking metrics such as new advertiser acquisition, category penetration, revenue contribution from non–top 100 clients, average deal size growth, and client retention, enabling the team to scale a sustainable new revenue stream beyond traditional enterprise accounts.
- Led and coached an 8-member team to deliver cross-platform media solutions that grew mid-market ad bookings by 80% YoY.
- Launched East market outreach with localized campaigns and incentives, onboarding Dollar, Joy Lux, Manyavar, and Berger, adding ₹20 Cr in new revenue.
- Established a ₹100+ Cr recurring revenue pipeline by defining advertiser needs and building structural enablers for SMB monetization.
- Drove OTT adoption through 40+ roadshows and workshops, resulting in a 5x increase in agency interest from traditional clients.
- Created scalable onboarding models, simplified commercial structures (in collaboration with legal/compliance) and models to ensure repeat business.
Region Head – AXN & BBC (SD+HD)
SONY PICTURES NETWORKS
08.2016 - 07.2019
- Led the revenue turnaround for AXN, doubling its topline compared to the previous year by rebuilding client relationships, optimizing sales strategy, and driving direct advertiser engagement.
- Played a key role in the launch of BBC World in India, contributing to market entry planning, brand positioning, and establishing the initial advertiser base.
- Entrusted with the entire portfolio of standard definition channels- Sony, PIX, AXN and BBC after the successful turnaround of AXN and successful launch of BBC.
- Growing business and achieving targets through identification of prospective clients as well as securing continuous business from the existing clientele.
- Relationship management with wide ranging clients spanning multinational companies, ensuring continuous and repeat business in each campaign planned by the company and augmenting the channels business & profitability.
- Created a funnel of new clients for various verticals to ensure revenue growth, through a client focused approach.
- Analyzing information on product performance, market presence and brand position vis-à-vis competition to develop customized sales solutions.
Key Client Lead For HD Channels+ NGC
STAR INDIA PVT LTD
06.2006 - 08.2016
- Successfully developed & grew top clients for the region to record highs in value terms.
- Successfully initiating AFP’s with non-traditional clients.
- Expanded and diversified client base for the channel.
- Introduced New Price Model for channel justifying the channel's price premiumness.
- Expanded the scope of offerings to clients beyond just FCT advertising by means of customized Innovation.
- Drove accurate Sales Planning and Forecasting; Specialized in Impact property.
- Regular interaction with Senior Management/ CXOs and cross functional Depts. like HR, Marketing & Content.
Manager - SET INDIA PVT LIMITED
SET INDIA PVT. LTD(SONY INDIA)
05.2005 - 06.2006
- Highest individual contributor in Ad-Sales, handled high volume clients.
- Led market information, new client development and relationship management with the agencies and clients.
- Drove forecasting, market information, accurate planning& implementation and Inventory management.
Sr Executive
STAR INDIA PVT. LTD (STAR NEWS)
11.2003 - 04.2005
- Increased volume & value market share, offered product solutions & service support to clients agencies.
- Drove new client development and relationship management with the agencies and clients.
Management Trainee
BUSINESS STANDARD. LTD.
04.2003 - 11.2003
- As a management trainee was responsible for Market Development and exploring first time advertisers.
Education
MBA - Marketing & International Business
Amity Business School
Noida 04.2001 -
Bachelor - Economics
Delhi University
New Delhi, India03-2000
High School Diploma -
Delhi Public School
New Delhi, India 04.2001 -
Skills
Strategic Revenue Leadership
Enterprise Client & CXO Relationship Management
Market Intelligence & Category Insight
Team Leadership & Talent Development
Complex Negotiation
Business development
Accomplishments
- Exceeded Revenue Targets: Consistently outperformed sales targets.
- Built High-Impact Sales Verticals: Established and scaled the SMB North vertical at Hotstar from inception to ₹350 Cr in 5 years, positioning the brand as a go-to platform for mid-market advertisers.
- Executive Recognition: Selected for the Elite Women Leadership Program at Jio Hotstar, recognizing high-potential women leaders driving strategic business growth.
- Turnaround Leadership: Revitalized revenue for AXN at Sony Pictures by doubling topline and securing repeat business through strategic advertiser re-engagement.
- CXO Engagement Excellence: Consistently engaged with CXOs and top-tier agencies to craft high-value, cross-platform media solutions across OTT, digital, and linear TV.
- Mentorship & Team Success: Led and mentored cross-functional teams of 8–10 members, resulting in improved close rates, internal promotions, and year-over-year revenue growth.
- Market Expansion Leadership: Successfully expanded into Eastern markets, onboarding regional powerhouses like Emami, Joy Cosmetics, Manyavar, and Bandhan Bank.
Portfolio
linkedin.com/in/aparna-sharma-16915797
Timeline
DIRECTOR AD SALES
JIOSTAR
11.2024 - Current
DIRECTOR AD SALES
HOTSTAR
06.2019 - 10.2024
Region Head – AXN & BBC (SD+HD)
SONY PICTURES NETWORKS
08.2016 - 07.2019
Key Client Lead For HD Channels+ NGC
STAR INDIA PVT LTD
06.2006 - 08.2016
Manager - SET INDIA PVT LIMITED
SET INDIA PVT. LTD(SONY INDIA)
05.2005 - 06.2006
Sr Executive
STAR INDIA PVT. LTD (STAR NEWS)
11.2003 - 04.2005
Management Trainee
BUSINESS STANDARD. LTD.
04.2003 - 11.2003
MBA - Marketing & International Business
Amity Business School
04.2001 -
High School Diploma -
Delhi Public School
04.2001 -
Bachelor - Economics
Delhi University