About the Role:
The Product Sales Specialist will lead enterprise sales for Data Centre Managed Services (DCMS), working closely with the Airtel Enterprise sales team to drive business across OTTs, cloud providers, content providers, enterprises, and channel partners, including telecom operators, system integrators, Tier II vendors, and OEMs.
The role requires strong techno-commercial expertise, a solid understanding of DCMS sales cycles, and the ability to support and enable field sales teams in effectively positioning and selling DCMS solutions. The successful candidate should have proven experience leading consultative sales teams and engaging CXO-level stakeholders across large enterprises, OTTs, and SMBs. Also, the incumbent will manage sales and solutions teams, provide field support to enterprise sales teams, and ensure sales targets are consistently achieved. They will also develop and execute go-to-market strategies to secure large opportunities across the OTT, cloud, government, enterprise, and SMB segments.
- Build and manage strategic relationships with telecom service providers, Over-the-Top (OTT) providers, cloud service providers, content providers, and enterprise customers to drive business growth and increase market share.
- Lead Data Centre Managed Services (DCMS) sales through the Airtel B2B Enterprise Sales team, ensuring effective customer engagement, solution positioning, and revenue growth.
- Develop and execute account-specific sales strategies and comprehensive account plans to drive pipeline development, order bookings (OB), and revenue generation.
- Collaborate closely with Engineering and Product teams to design, customize, and successfully deploy data centre solutions that meet customer business and technical requirements.
- Lead participation in large Request for Proposal (RFP) opportunities, including solution development, bid management, commercial negotiations, and deal closure.
- Build and maintain strong relationships with customers and partners to increase mindshare, identify new business opportunities, and drive long-term value creation.
- Own and deliver Order Booking (OB) and revenue targets in line with the Annual Operating Plan (AOP).
- Develop and execute go-to-market (GTM) strategies to deepen account penetration, grow market share, and achieve business objectives across target segments.
Educational Qualifications
- First degree in any related field
Relevant Experience & Functional / Technical Skills
- Minimum of 8 years of work experience
- Experience in presales for data centre services.
- Ability to engage in CXO-level discussions on data centre roadmaps and cloud adoption strategies.
- Strong ability to articulate the value proposition, including TCO and ROI benefits, in a manner that is meaningful and compelling to customers.
- Proven ability to work seamlessly with cross-functional teams to develop winning solution proposals that meet both the customer’s business and technical requirements.
- Ability to guide, mentor, and train technical staff.
- Possess a strong understanding of data center infrastructure, operations, and functionality.
- Has proven experience selling data center solutions to large enterprises, Over-the-Top (OTT) providers, cloud service providers, and content providers.
- Demonstrates strong knowledge of backup, storage, and disaster recovery technologies.
- Has the ability to identify customer requirements and recommend appropriate data centre and managed services solutions.
- Has experience managing complex sales cycles and engaging with senior stakeholders across enterprise accounts.
Skills Required
- First degree in a related field
- Minimum of 8 years of work experience
- Experience in presales for data centre services
- Strong techno-commercial expertise and solid understanding of DCMS sales cycles
- Ability to engage in CXO-level discussions on data centre roadmaps and cloud adoption strategies
- Ability to articulate TCO and ROI benefits to customers
- Proven ability to work with cross-functional teams to develop solution proposals
- Ability to guide, mentor, and train technical staff
- Strong understanding of data center infrastructure, operations, and functionality
- Proven experience selling data center solutions to large enterprises, OTTs, cloud providers, and content providers
- Strong knowledge of backup, storage, and disaster recovery technologies
- Experience managing complex sales cycles and engaging senior stakeholders across enterprise accounts
What We Do
Airtel Africa is a leading provider of telecommunications and mobile money services, operating in 14 countries across sub-Saharan Africa, offering mobile voice, data, and financial services.
