Product Sales Specialist – Internet of Things (IoT)

Why Airtel Africa?

At Airtel Africa, we act with passion, energy, and a can-do attitude. Innovation with an entrepreneurial spirit drive us. If you like “ordinary”, then we are not for you.

We champion diversity. We anticipate, adapt, and deliver solutions that enrich the lives of communities we serve. we roll up our sleeves to win with our customers.

By choosing Airtel, you choose to be part of a winning team. All this in addition to a brilliant opportunity to build a career in your field of expertise, across our different operating companies in Africa.

About the Role

The Product Sales Specialist – IoT (Internet of Things) is responsible for driving the sales and adoption of Airtel IoT solutions by engaging with customers, understanding their business requirements, and delivering tailored connectivity and digital transformation solutions. This role works closely with OpCo sales teams, product management, marketing, and technical teams to ensure.

Airtel IoT is a portfolio of connectivity and managed solutions that enables enterprises to securely connect devices, assets, vehicles, sensors and machines to collect, transmit and analyze data in real time. IoT solutions support use cases such as asset tracking, fleet management, smart metering, industrial monitoring, agriculture, utilities, healthcare, mining and smart city applications through technologies including NB-IoT, LTE-M, 4G/5G and satellite connectivity.

Airtel Africa is proud to be an equal opportunity employer and remain fully committed to diversity and inclusion in the workplace.

Sales Strategy and Execution

• Develop and implement sales strategies for Airtel IoT solutions to achieve or exceed sales targets across key OpCos.
• Identify and pursue new opportunities in strategic verticals including mining, utilities, logistics, agriculture, manufacturing, oil & gas and smart cities.
• Build and maintain a robust pipeline of opportunities in collaboration with OpCo sales teams.
• Support large and strategic opportunities through customer engagements and value-based selling.

Customer Engagement

• Build and maintain strong relationships with new and existing enterprise customers.
• Understand customer business challenges and translate them into IoT use cases and business outcomes.
• Conduct customer presentations, demonstrations and workshops.
• Act as a trusted advisor by providing industry insights and recommendations.

Product Expertise

• Develop deep expertise in Airtel IoT products, platforms and connectivity technologies.
• Maintain knowledge of industry trends, competitors and emerging technologies.
• Understand IoT ecosystem components including connectivity, SIM management, device management, sensors, gateways and analytics platforms.
• Support customers in defining business cases and return on investment.

Support to Product Strategy & Development

• Work closely with the Product Management team to develop and execute the IoT roadmap aligned with Airtel Business strategy.
• Support market research and competitive analysis to identify trends and opportunities.
• Recommend new features, use cases and value propositions tailored to African enterprise customers.
• Collaborate with engineering and technology teams to enhance IoT platforms and ensure scalability, security and reliability.
• Provide customer feedback to influence product evolution.

Collaboration

• Work closely with marketing teams to develop campaigns and industry-specific propositions.
• Collaborate with Solution Specialists and technical teams to design customer solutions.
• Support Key Account Managers and Account Managers in developing and closing opportunities.
• Coordinate with ecosystem partners, OEMs, device manufacturers and application providers.

Sales Administration

• Prepare and present sales forecasts, reports and business reviews.
• Maintain accurate records of opportunities and customer engagements in CRM systems.
• Track pipeline development and conversion rates.
• Monitor revenue performance and order intake against targets.

Training and Development

• Deliver product training and enablement sessions to internal sales teams and customers.
• Participate in industry events, conferences and technology forums.
• Continuously enhance knowledge of IoT technologies, platforms and market trends.

Educational Qualifications

• Bachelor's degree in Telecommunications, Computer Science, Engineering, Business or related field.
• MBA or Master's degree is an advantage.

Relevant Experience & Functional / Technical Skills

• 5+ years of experience in telecommunications, IoT, ICT or technology sales.
• Demonstrated success in enterprise business development and solution selling.
• Experience selling IoT, connectivity, cloud or digital solutions is preferred.
• Proven track record of achieving revenue targets and driving market growth.
• Strong understanding of IoT technologies and ecosystems.
• Knowledge of cellular IoT, NB-IoT, LTE-M, 4G/5G and satellite connectivity.
• Understanding of IoT platforms, SIM lifecycle management and device ecosystems.
• Experience in consultative and value-based selling.
• Strong analytical and problem-solving capabilities.
• Ability to develop business cases and ROI models.
• Excellent presentation and stakeholder management skills.
• Strong organizational and project management capabilities.
• Proficiency in CRM and sales pipeline management.
• Willingness to travel across Sub-Saharan Africa and to India.

Other requirements

• Customer-focused mindset.
• Results-driven and self-motivated.
• Strategic thinking and business acumen.
• Strong communication and influencing skills.
• Data-driven decision making.
• Ability to adapt to changing market dynamics.
• Collaboration and teamwork.
• Strong organizational and time-management skills.
• Innovation and continuous learning orientation.