Product Sales Specialist

Role Overview

This position centers on owning the commercial success of Data Centre Managed Services across a portfolio of large enterprise accounts, with a particular focus on OTT platforms, cloud providers, content distributors, and strategic channel alliances. Day to day, you will act as the bridge between front-line account teams and the technical/product organization, shaping bids, leading presales conversations, and executing territory growth plans that convert complex customer requirements into contracted revenue. Your work matters because it directly determines how effectively the broader B2B sales force can position, sell, and deliver data centre solutions in a highly competitive infrastructure services market.

Key Responsibilities

• Drive direct engagement with service providers, OTT companies, cloud providers, and content platforms, building executive-level relationships that translate into multi-year data centre contracts.
• Enable and support the enterprise B2B sales team by equipping them with the product narratives, technical collateral, and commercial frameworks needed to sell Data Centre Managed Services propositions confidently.
• Develop and maintain a comprehensive account plan for each assigned territory, identifying whitespace opportunities and defining specific sales plays for account penetration.
• Coordinate with engineering and product management teams to align solution design, deployment timelines, and service capabilities with the commitments made during sales cycles.
• Lead the response to large-scale RFPs, including solution architecture definition, pricing strategy, and submission governance, ensuring a competitive and compliant proposal is delivered on schedule.
• Own order booking and revenue targets as defined by the annual operating plan, tracking pipeline health and forecasting accuracy across all assigned accounts.
• Design and execute go-to-market plans for target segments—including OTT, cloud, government, enterprise, and SMB—customizing value propositions to the buying dynamics of each segment.
• Cultivate partnerships with telecom operators, system integrators, Tier II vendors, and OEMs to extend reach, unlock co-selling opportunities, and create a healthy ecosystem of channel influence.

Requirements & Qualifications

• Bachelor’s degree in Engineering, Information Technology, Telecommunications, or Computer Science required; a Master’s degree or MBA is a strong plus.
• Proven experience in presales or product sales for data centre services, with a clear track record of managing complex technical sales cycles from qualification to closure.
• Demonstrated ability to hold CXO-level conversations covering data centre roadmaps, cloud adoption strategy, and infrastructure modernization priorities.
• Strong command of value-based selling, including the ability to quantify TCO savings and ROI outcomes in terms that resonate with finance, operations, and technology stakeholders.
• Experience collaborating with cross-functional teams—sales, engineering, product, and legal—to shape winning proposals that satisfy both business objectives and technical requirements.
• Leadership capability to mentor, guide, and upskill technical staff, enabling them to articulate data centre service value and support customer conversations effectively.
• Familiarity with the OTT, cloud, and content provider landscape, including their sourcing behaviors, latency requirements, and infrastructure growth patterns.
• Comfort operating in a matrixed organization where influence, structured follow-up, and pipeline discipline are essential to meeting revenue commitments.