Product Sales Specialist at Airtel in Nairobi, Kenya

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    Product Sales Specialist

    AirtelNairobi, Kenya

    Posted

    1 week ago

    Apply by

    27 Aug

    Full Time
    On Site
    Mid
    ICT & Telecommunications
    IT & Software

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    Job Description

    The Product Sales Specialist will be responsible for leading enterprise sales efforts for Data Centre Managed Services (DCMS), working through the Airtel Enterprise sales team to drive sales across OTTs, cloud players, content providers, enterprise organizations, and channel partners such as telecom operators, system integrators, Tier II vendors, and OEMs. The role requires strong techno-commercial capability, proven experience in leading consultative selling teams, and deep familiarity with DCMS sales cycles. The incumbent must possess strong product knowledge and the ability to enable and support field sales teams in positioning and selling DCMS propositions effectively. The incumbent will also be responsible for developing and executing go-to-market plans to win large deals across OTT, cloud, government, enterprise, and SMB segments.

    Key Responsibilities

    • Engage directly with service providers, OTTs, cloud Players & content providers.
    • Lead the Enterprise Sales through Airtel B2B Team, to sell Data Centre.
    • Manage relationships with partners and customers to gain mindshare and business while working with Enterprise team.
    • Develop and drive sales strategy for each assigned account with complete account plan.
    • Closely work with Engineering Team and product team in deploying the Data Centre Solutions to customers.
    • Large RFP participation.
    • Deliver OB and Revenue as per the AOP.
    • Develop GTM plan to be executed for account penetration and OB and execute the product strategy.

    Required Qualifications

    • Bachelor's degree in Engineering, Information Technology, Telecommunications OR Computer Science.
    • Master's degree or MBA is an advantage.
    • 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.

    Job Details

    Job Function

    IT & Software

    Education Level

    Bachelor’s Degree

    Area of Study

    Engineering

    Field of Study

    Engineering, Information Technology, Telecommunications, Computer Science

    Languages

    English

    Additional Information

    How to Apply: Visit the application link provided on this page to submit your application.

    Master the Data Centre Sales Conversation

    This role sits at the intersection of deep technical knowledge and enterprise sales. Hiring managers will probe how you've handled long sales cycles, engaged C-level buyers, and translated complex infrastructure into business value. Your application must show you can speak both languages fluently.

    1. Lead with a techno-commercial story: On your CV, highlight a deal where you balanced technical depth with commercial outcomes. Quantify revenue, margin, or cost savings. For example, 'Drove a $2M DCMS contract by building a TCO model that cut client costs by 30%.'

    2. Show your presales muscle: Detail your experience in presales for Data Centre services. Describe how you shaped RFPs, designed solutions, and influenced technical buyers. Mention specific technologies like virtualization, cloud migration, or colocation.

    3. Prove CXO-level comfort: Prepare a story about a time you presented to a CTO or CIO. Explain how you linked Data Centre roadmaps to their business strategy. Practice articulating TCO and ROI in simple, compelling terms.

    4. Demonstrate partner ecosystem savvy: This role involves telecom operators, system integrators, and OEMs. Show you understand how to build and manage these relationships. Give an example of a successful partner-led deal.

    5. Highlight cross-functional teamwork: You'll work with engineering and product teams. Describe a project where you aligned these groups to win a deal. Emphasize your ability to bridge technical and commercial gaps.

    6. Prepare for RFP scenarios: Be ready to discuss how you approach large RFPs. Outline your process for assembling winning proposals, from requirements gathering to pricing strategy. Mention any tools or methodologies you use.

    7. Show your GTM planning skills: You'll develop go-to-market plans. Share an example of a GTM plan you executed, including target segments, messaging, and sales enablement. Highlight measurable outcomes.

    8. Bring your mentoring side: The role requires guiding technical staff. Talk about how you've trained or mentored sales teams on product knowledge. Show you can elevate others' performance.

    CareerSasa Safety Alert: Never pay employers or agencies for interviews, training, or job placement. Does a job request payment? Report it immediately using the "Flag" button. While CareerSasa vets job postings thoroughly, always verify opportunities independently.
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    Tags

    Data Centre
    Managed Services
    Enterprise Sales
    Cloud
    OTT