Senior Manager Product Sales, Wholesale Business

Role Purpose

Drive profitable revenue growth across Airtel Africa's Non-Opco markets through acquisition of new wholesale customers, expansion of existing relationships and increased penetration of Airtel Africa's international connectivity portfolio. The Wholesale Business is part of Airtel Africa PLCs B2B vertical, serving a diverse ecosystem of Mobile Network Operators, Carriers, ISPs, System Integrators, and OTT platforms.

The role is a customer-facing, revenue-owning sales position focused on hunting and developing opportunities with Carriers, ISPs, Mobile Operators, Cloud/Content players and other wholesale customers across Africa markets.

The successful candidate will be responsible for identifying opportunities, building senior customer relationships, positioning the right solutions, leading commercial negotiations and converting opportunities into sustainable revenue.

Key Responsibilities :

1. New Business & Customer Acquisition

- Identify, develop and acquire new wholesale customers across non-Opco markets.
- Build and manage a strong sales pipeline through market mapping, prospecting and direct customer engagement.
- Develop relationships with CXO-level decision-makers and key commercial/technical stakeholders.
- Own the sales cycle from opportunity identification and qualification through solutioning, negotiation and closure.
- Deliver assigned revenue, margin and new-logo targets.

2. Account Growth & Cross-Sell

- Develop strategic account plans to grow revenue and Airtel Africa's share of wallet within existing customers.




- Identify and convert cross-sell and upsell opportunities across multiple countries and products.
- Introduce new solutions to existing customers and expand the customer relationship beyond individual products or markets.
- Build long-term relationships with key carriers, ISPs, MNOs and international wholesale partners.

3. Wholesale Product & Solution Sales Drive adoption of Airtel Africa's wholesale and connectivity portfolio, including:

- IP Transit & DIA
- IPLC / International Private Connectivity
- 95th Percentile / Internet Connectivity
- MPLS & Enterprise Connectivity
- Satellite Connectivity GEO / MEO / LEO
- International Connectivity, Capacity and other Wholesale Solutions

Understand customer requirements and work with Product, Pre-Sales and technical teams to develop commercially viable solutions and proposals. 4. Stakeholder Management

- Lead commercial discussions, pricing negotiations, and contract closures with customers and vendors.
- Manage customer agreements, onboarding, and end-to-end documentation, ensuring timely execution and adherence to compliance requirements.
- Collaborate with cross-functional teams to streamline processes and reduce Lead-to-Order and Order-to-Billing timelines.
- Drive customer retention by proactively addressing customer requirements,



resolving issues, and identifying opportunities to prevent churn.

Success Measures

- New customer / logo acquisition
- Revenue and gross margin achievement
- Qualified pipeline creation and conversion
- Cross-sell / upsell revenue growth
- Base revenue growth and customer retention
- Adherence to commercial, contractual, and regulatory compliance requirements

Experience & Qualifications

- Bachelor's degree in Telecommunications, Engineering, Business or a related discipline.
- 5–8 years of experience in B2B Telecom, Wholesale, Carrier or Digital Infrastructure sales.
- Proven track record of new customer acquisition and revenue generation.
- Strong experience in telecom wholesale, international connectivity or carrier business.
- Experience working with Carriers, ISPs, MNOs, OTTs, Cloud/Content providers or multinational customers.
- Experience in cross-border / international telecom business; exposure to African markets will be an advantage.

Key Competencies

- Strong hunter mindset and proven ability to originate and close new business.
- Excellent understanding of telecom wholesale products and connectivity solutions.
- Consultative selling and solution positioning.
- Strong commercial negotiation and contract management skills.
- Ability to build relationships with senior/executive customer stakeholders.
- Robust commercial and analytical acumen.
- Excellent communication, presentation and influencing skills.
- Ability to operate effectively across multiple countries, cultures and cross-functional teams.

📌 Senior Manager Product Sales, Wholesale Business (Gurugram)
🏢 Airtel Africa
📍 Gurugram