Responsibilities
To drive wholesale fixed connectivity revenue growth by managing carrier and ISP relationships, selling national and international capacity, and maximizing utilization of Airtel’s fiber infrastructure and submarine partnerships. This role will lead the wholesale go-to-market strategy, commercial negotiation, and execution of carrier sales, ensuring alignment with Airtel Business strategic goals.
- Achieve monthly and annual revenue targets for wholesale capacity and carrier business.
- Grow international and domestic wholesale revenue streams through proactive pipeline management.
- Onboard and manage relationships with ISPs, Carriers, and wholesale partners.
- Maintain account health and drive contract renewals; reduce churn.
- Collaborate with Marketing and Finance to develop competitive pricing for wholesale products.
- Track competitor pricing and proactively propose adjustments.
- Lead end-to-end contracting including pricing, SLAs, and governance for wholesale deals.
- Ensure compliance with Airtel Africa policies and legal standards.
- Work closely with Network, Legal, Finance, and Enterprise teams to execute deals.
- Support provisioning and billing teams for seamless onboarding and revenue recognition.
- Provide accurate weekly/monthly pipeline and performance reporting.
- Track target vs actual KPIs and share root-cause analysis.
Qualifications
- Bachelor’s degree in Business, Telecommunications, IT, or related field.
- Postgraduate training (e.g. MBA or equivalent) is an added advantage.
- Minimum 5 years of commercial or technical experience in the telecom, ICT, or wholesale connectivity industry.
- Demonstrated success in carrier management, ISP business development, or international capacity sales.
Key Competences.
- Strong understanding of Wholesale & Carrier Connectivity (Fiber, IP Transit, Submarine Cable)
- Commercial Acumen & Pricing Strategy
- Solution Selling to ISPs and Carriers
- Contract Negotiation & Management
- Revenue Forecasting & Sales Pipeline Management.
- Partner Ecosystem Development
- Demonstrate Strategic Thinking & Business Insight.
- Strong Interpersonal & Negotiation Skills
- Accountability for Results
- Collaborative Execution across Departments
- Entrepreneurial Thinking & Innovation
- Effective Communication (internal and external stakeholders)
