Product Sales Specialist(CPaaS)

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.