Airtel - Presales Specialist - Internet of Things

Purpose of the Job:

This role shall be responsible for development & governance of IOT Product offerings in assigned region(s). The incumbent will ensure successful achievement of Airtel's IoT sales targets by analyzing the technical needs of prospective or existing customers and proving Airtel's ability to deliver the solutions under consideration. He/she transfers industry, technical and product knowledge to customers via good written, verbal and presentation skills and assists in all levels of technical account planning

Key Deliverables:

- Work closely with the Sales team to identify revenue opportunities (Funnel Generation) for the IOT Product Portfolio in the assigned region(s)

- Lead customer engagements and investigate client business processes to identify problems, complexities and inefficiencies that can be improved

- Conduct Proof of Concept evaluations to implement IoT solutions to demonstrate the ability to meet client objectives, thereby ensuring Funnel to Order Book conversion.

- Proactively address queries from client organizations across several layers of the IoT value-chain

- Bid management: managing RFP/RFI/RFQ response creation

- Knowledge of the IoT industry - awareness of international and regional trends in the product, challenges faced, solutions available in the market and key industry players

- Awareness of the Technology stack for IoT products Products/ platforms/ standards

- Radio technologies and communication protocols used in IoT Applications

- Understanding of SaaS/ PaaS/ IaaS delivery models

- Keeping abreast with international and regional trends in the product, challenges faced, solutions available in the market and key industry players

Major Challenges:

- Knowing the given product better than anyone on the sales and marketing teams, which helps create a sales pitch that highlights the product's features and benefits

- Working closely with various stakeholders within and outside the Airtel Ecosystem

- Building domain expertise at a rapid pace

Qualification & Key skills/ competencies:

Functional Competencies

- Design Thinking & Innovation

- Customer Behavior insights

- Project Management

- Analytical mindset

- Executive Presence

Behavioral Competencies

- Stakeholder Management

- Ability to lead cross-functional teams

- Learning Agility

- Entrepreneurship

Educational Level

- Must have: Bachelor's degree in Computer Science/ EE/ Software

- Preferred: MBA from a reputed institute;

Work Experience

- Around 3-4 years of work experience, with previous experience in a presales/ solution selling role

- Past experience in SaaS/PaaS/IaaS technical Pre-Sales, and/or product management, and/or software development is a plus