Telcom Sales & Account Manager

About the role

We are hiring a Wholesale Sales & Account Manager to own the commercial relationship between Share and the downstream ISPs and enterprises who buy capacity from us. This is the person who turns our aggregated backbone into signed wholesale deals: IP transit, wavelengths and capacity, DIA, and the partner ISP onboarding that sits at the centre of our model. This is not a role for someone who learns the market after they arrive. The single most important thing you bring is who you already know: a live, current book of ISP, carrier, peering, and enterprise relationships across Kenya and the rest of East Africa, and a track record of closing wholesale bandwidth deals into them. We are hiring the network you have already built as much as the skills you developed using it. You report to the founding team and work shoulder to shoulder with our network engineering team, because in wholesale the commercial conversation and the technical handoff are the same conversation. This is a portfolio led hire. We evaluate candidates first on the strength, depth, and currency of their existing relationships across the African carrier, ISP, peering, and enterprise community, and on a demonstrable history of closing wholesale bandwidth deals into that network. A proven book of live relationships is weighted above headline sales figures. We assess relationship quality and judgement, and we never ask you to disclose anything that would breach a current or former employer's confidentiality.

Responsibilities

• The book of business
• Own the full wholesale sales cycle into downstream ISPs and enterprises across East Africa: prospecting, qualification, commercial structuring, contract, and renewal.
• Bring and actively work an existing portfolio of carrier, ISP, peering, and enterprise relationships from day one, turning standing relationships into signed capacity deals.
• Build and maintain a credible, data backed pipeline in the CRM, with honest forecasting reported on a regular cadence.
• Wholesale deal making
• Sell the full wholesale product set: IP transit, capacity, IRUs and wavelengths, DIA, MPLS, L2 and L3 services, and downstream ISP onboarding onto the Share platform.
• Structure commercially sound deals on terms, SLAs, capacity, and provisioning with the network and finance teams. Pricing is transparent and fixed, so your craft goes into sizing the deal right and getting it live, not into a margin fight.
• Translate fluently between the commercial ask and the technical reality of the handoff, so you are credible with a partner's commercial lead and their senior engineer alike.
• Account management and retention
• Act as the primary point of contact for onboarded wholesale clients, run regular service reviews, drive upsell and cross sell, and own renewals and retention.
• Resolve commercial and service issues end to end by coordinating across pre sales, provisioning, and operations.
• Keep a tight feedback loop to product and network leadership on market needs, competitor moves, and capacity demand.
• Market development across Kenya
• Develop new prospects across the Kenyan market, including travel within the country as required.
• Represent Share at industry forums, peering and IX events, and with relevant partners, deepening our standing in the Kenyan wholesale and peering community.
• Who we're looking for
• The right person is a relationship rich wholesale closer who is already trusted inside the Kenyan carrier and ISP community, not a generalist B2B seller who would build that network from scratch. If your phone already rings when a Kenyan ISP needs capacity, keep reading.
• Portfolio is the primary hiring driver. We weight a strong, verifiable, current book of network and peer relationships and wholesale deals above

Benefits

Additional Information

Share - Wholesale Sales & Account Manager Share is the global marketplace for bandwidth. We aggregate telco infrastructure into a single intelligence layer and give ISPs, hyperscalers, and AI companies a seamless path to deliver connectivity into every home and business. What makes us different is how pricing works. Most wholesale relationships are built on negotiation: who has the leverage, who squeezes the better rate, who blinks first. We have taken that game off the table. Share runs transparent market pricing, and our fees for access to capacity are the lowest in the market and non negotiable, because they are simply the honest wholesale cost at which we obtain that capacity. Everyone buys at the same floor, and everyone gets bottom tier pricing. That changes the job. The person in this seat is not spending their days fighting over a few cents per Mbps. For the first time, a wholesale closer gets to do the part of the work that actually builds something: bringing the right partners into the ecosystem, lending it credibility, and putting attention where it belongs, while pricing that already wins on its own merits does the rest. You bring the relationships and the trust. We bring a price nobody can beat.

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