Job Description

Product Sales Specialist – Airtel IQ CPaaS Communication Portfolio

Role Purpose

The Product Sales Specialist will act as a regional growth driver for the Airtel IQ Communication portfolio, covering Cloud Telephony, UCaaS, CCaaS, Omnichannel Messaging, WhatsApp Business, RCS and Spam based AI solutions.

This role is designed for a proactive sales enabler who can go beyond regular account management and actively create demand, build a strong opportunity funnel, engage customers consultatively, and convert communication-led business requirements into revenue opportunities.

The incumbent will work closely with enterprise sales teams, product teams, technical teams and customer stakeholders to position Airtel IQ solutions effectively and drive adoption across existing and new accounts.

Key Responsibilities

1. Sales Growth and Funnel Development

Build and execute regional sales plans for the Airtel IQ CPaaS and communication solutions portfolio.
Identify new business opportunities across existing accounts, prospective customers and Sales team-led opportunities.
Drive active funnel creation by initiating customer conversations, qualifying opportunities and progressing them through the sales lifecycle.
Focus on portfolio penetration across Cloud Telephony, UCaaS, CCaaS, WhatsApp Business, IVR, RCS and SPAM AI based solutions.
Work with sales teams to identify whitespace within accounts and convert those gaps into revenue-generating opportunities.
Own opportunity movement from lead stage to demonstration, proposal, commercial closure and customer onboarding.

2. Customer Engagement and Solution Positioning

Engage with CXOs, IT heads, business users and decision-makers to understand customer communication challenges and business goals.
Translate technical capabilities into business outcomes such as improved customer engagement, better reachability, automation, compliance, productivity and customer experience.
Conduct customer presentations, product walkthroughs, technical discussions and solution demonstrations.
Position Airtel IQ as a converged communication platform that can support voice, messaging, collaboration and customer interaction use cases.
Customize solution narratives based on customer segment, industry vertical and business requirement.

3. Pre-Sales and Proposal Support

Collaborate with product, solution, technical, Customer Experience and commercial teams to design suitable customer solutions.
Support the creation of value propositions, solution documents, proposals, RFP/RFI responses and bid submissions.
Ensure proposals clearly highlight Airtel's solution strengths, service capabilities, differentiation and customer value.
Assist sales teams in handling technical queries, commercial discussions and customer objections.
Provide inputs for use-case based solutioning across IVR, Cloud Telephony, UCaaS, CCaaS, WhatsApp, RCS and CPaaS APIs, Business name display and network API.

4. Ecosystem Enablement

Work closely with internal sales teams to drive joint sales motions.
Enable sales teams with product messaging, pitch decks, use cases, objection handling and technical understanding.
Coordinate with cross-functional teams to ensure all stakeholders are aligned on solution positioning and customer requirements.
Build Sales team confidence through regular engagement, training, opportunity reviews and deal support.
Drive accountability across sales teams to ensure timely opportunity progression.

5. Market Intelligence and Business Planning

Track market trends, customer buying behavior, competitor offerings and emerging technologies in the CPaaS, UCaaS, CCaaS and OTT communication space.
Identify growth opportunities based on industry trends, customer demand and regional market potential.
Share market insights, customer feedback and competitive observations with product and business teams.
Support business planning through regular funnel reviews, sales forecasts, opportunity tracking and performance reporting.
Recommend initiatives to improve customer adoption, solution relevance and revenue growth.

6. Customer Success and Revenue Expansion

Ensure smooth transition from sales closure to delivery and customer adoption by coordinating with relevant internal teams.
Support account teams in increasing wallet share across assigned accounts and domains.
Identify upsell and cross-sell opportunities based on customer usage, business expansion and communication needs.
Maintain strong customer relationships to support long-term account growth and retention.
Contribute to sustained adoption of Airtel IQ services across targeted customer segments.

Key Deliverables

Funnel Creation and Conversion

Build a healthy and qualified regional sales funnel for Airtel IQ communication solutions.
Drive movement of opportunities from prospecting to closure.
Improve conversion rate through proactive follow-ups, demonstrations and solution-led engagement.

Portfolio Penetration

Increase adoption of Cloud Telephony, UCaaS, CCaaS, WhatsApp, RCS, CPaaS, SPAM solutions across existing and new accounts.
Identify whitespace in existing customer accounts and convert it into revenue opportunities.

Sales Enablement

Equip sales teams with the right product knowledge, sales narrative and technical support.
Conduct regular enablement sessions, customer workshops and product demonstrations.

Proposal and Deal Support

Support high-quality proposal creation for RFPs, RFIs and strategic customer opportunities.
Ensure timely submission of solution inputs, technical responses and customer-facing presentations.

Business Outcome Ownership

Drive measurable improvement in opportunity pipeline, customer demonstrations, proposal submissions, deal closures and product adoption.
Contribute directly to regional revenue targets for the Airtel IQ communication portfolio.

Desired Candidate Profile

The ideal candidate should have a strong blend of sales acumen, technical understanding and consultative customer engagement skills. The role requires someone who can understand communication technologies, simplify them for customers and drive commercial outcomes through structured sales execution.

Technical Knowledge

Good understanding of VoIP, Cloud Telephony, IVR, UCaaS, CCaaS and CPaaS platforms.
Working knowledge of WhatsApp Business, RCS, SMS, APIs and omnichannel communication use cases.
Current knowledge on what kind of SPAMs are unfolded in market and what are the solutions to counter the same
Ability to understand enterprise voice, messaging and collaboration requirements.
Comfort in working with technical teams to design customer-specific solutions.
Ability to explain technical concepts in simple business language for decision-makers.

Sales and Business Skills

Proven experience in B2B solution sales, enterprise sales, product sales or pre-sales.
Ability to independently create, manage and progress a sales funnel.
Strong experience in customer presentations, solution pitching, proposal support and deal closure.
Strong commercial orientation with the ability to identify revenue opportunities within existing accounts.

Stakeholder Management

Ability to work with sales, product, solution, technical, CSD, and leadership teams.
Strong influencing skills to drive alignment across internal and external stakeholders.
Ability to engage confidently with senior customer stakeholders, including business heads, IT teams and CXO-level decision-makers.

Key Behavioral Attributes

Sales Drive

The candidate should have a strong hunger to create opportunities, hunt within existing accounts and drive new revenue streams. This is not an administrative role. It requires a business driver who can actively influence pipeline and closures.

Consultative Mindset

The candidate should be able to understand customer pain points and recommend practical communication solutions that solve business problems.

Technical Evangelism

The candidate should be able to present converged communication solutions in a compelling manner, making them relevant for both business and technical stakeholders.

Ownership and Execution

The role requires strong follow-through, discipline and execution speed. The candidate should be able to move customer conversations from interest to demonstration, proposal and closure.

Collaboration

The candidate should be comfortable working across multiple teams , ensuring everyone is aligned toward customer success and revenue growth.

Preferred Experience

Experience in telecom, cloud communications, CPaaS, UCaaS, CCaaS, SaaS, enterprise voice, collaboration or digital customer engagement solutions.
Prior exposure to enterprise customers, SMB or mid-market accounts.
Experience in handling customer demos, technical discussions, solution proposals and RFP/RFI responses.
Familiarity with communication platforms, APIs, SIP, IVR, WhatsApp Business, RCS and cloud-based voice solutions.

Product Sales Specialist(CpaaS/UCaaS)