Nathan Kalenga
Lusaka,Zambia
Summary
Strategic telecommunications professional specializing in fibre infrastructure monetization and pricing strategy within African markets. Delivers innovative connectivity solutions through commercial strategy, financial modeling, and infrastructure economics. Collaborates effectively across functions to safeguard margins, manage governance, and drive opportunities from feasibility to revenue realization.
Overview
4
4
years of post-secondary education
16
16
years of professional experience
Work History
Manager, Commercial FibreCo
Bayobab
Dubai (Remote)
09.2024 - Current
- Lead commercial strategy, pricing governance and deal structuring for FibreCo opportunities across multiple African markets, translating infrastructure capacity and customer demand into commercially viable propositions.
- Develop price books, investment cases and commercial models for connectivity solutions.
- Evaluate CAPEX, operating costs, WACC, capacity utilisation and target margins to establish defensible minimum rates and market aligned go to market pricing.
- Present and defend strategic opportunities through executive governance, including opportunities valued above US$1 million with high yield margins.
- Coordinate sales, finance, technology, legal, regulatory, operations and country teams to progress opportunities through feasibility, approval, contracting, fulfilment and billing.
- Strengthened commercial control through standardised price books, margin thresholds, and approval workflows, supporting accurate forecasting and annual business planning.
Business Solution Manager
Airtel Networks Zambia
Lusaka, Zambia
01.2021 - 08.2024
- Led solution initiatives from scope definition through delivery coordination, managing timelines, stakeholders, internal teams and external vendors.
- Designed and evaluated solution options with cross-functional teams, aligning business objectives, technical capabilities and commercial requirements before proposal submission.
- Analysed customer business requirements and operational challenges, translating them into technically feasible enterprise connectivity and technology solutions.
- Advised business leaders and customers during discovery and solution development, ensuring clear communication of requirements, progress, risks, and actionable recommendations.
- Coordinated change management for solution adoption, providing user guidance and conducting post-implementation reviews to refine solutions as business needs evolved.
- Identified process improvement and automation opportunities while tracking industry trends and emerging technologies relevant to enterprise solutions.
Enterprise Network & Pre-Sales Engineer
Airtel Networks Zambia
Lusaka, Zambia
01.2018 - 01.2021
- Designed and supported enterprise network solutions across routers, firewalls, switches, servers, data and voice services, connecting customer requirements with practical network architectures.
- Troubleshot local and long-haul circuits with internal teams and third-party providers, resolving faults and escalating complex incidents to ensure service continuity.
- Supported deployment projects and maintained production ISP services through daily performance monitoring, controlled network changes and disciplined incident management.
- Produced engineering solution records and conducted laboratory testing to validate designs prior to deployment.
- Provided escalation support and technical direction to Level 1 and Level 2 support teams, applying network architecture knowledge to resolve customer-impacting issues.
- Collaborated with security teams on selecting and implementing network security tools and policies, communicating service-affecting changes to corporate stakeholders.
Service Delivery Account Manager
AfriConnect
Kitwe, Zambia
01.2014 - 01.2018
- Coordinated enterprise service delivery from request for quotation to acceptance testing, addressing delays, dependencies, and delivery risks across departments.
- Managed enterprise service delivery from request for quotation through acceptance testing, coordinating departments to address delays, dependencies and delivery risks.
- Gathered customer information for access-build surveys and streamlined pre-sales coordination to support accurate, timely quotations and agreed service levels.
- Implemented structured customer visitation and feedback activities to identify service issues, enhance communication, and reinforce retention efforts.
- Compiled weekly and monthly performance reports for Executive Head of Enterprise Sales, delivering market and customer intelligence to support account decisions.
Enterprise Support Technician
AfriConnect
Lusaka, Zambia
01.2011 - 01.2014
- Configured and supported customer WAN and IP VPN environments, including network upgrades delivered within agreed service timeframes.
- Monitored core and customer network devices, diagnosed service faults, and coordinated resolutions or escalations with customer service and network monitoring centres to ensure minimal downtime.
- Maintained field equipment and provided timely technical support and advice, consistently meeting required service standards.
- Communicated work scope, technical status, and applicable additional service charges to customers, enhancing transparency throughout support engagements.
Education
Bachelor of Business Administration -
Cavendish University Zambia
01.2022 - 12.2025
Diploma in Information Systems -
Zambia Institute of Management
Diploma in Business Administration -
Luanshya Technical and Business College
Skills
- Commercial Strategy
- Fiber Revenue Strategies
- Pricing Governance
- Pricing frameworks
- Deal Structuring
- Financial Modelling
- Financial analysis
- Revenue projections
- Margin optimization
- Investment analysis
- Commercial management
- Contract management
- Sales pipeline management
- Stakeholder Management
- Strategic initiatives
- Project Management
- Change implementation
- Business evaluation
- Commercial agreements
- Client management
- Network Architecture Design
Education And Professional Development
- Bachelor of Business Administration, Cavendish University Zambia, 05/01/26
- Diploma in Information Systems, Zambia Institute of Management, 12/31/11
- Diploma in Business Administration, Luanshya Technical and Business College, 12/31/09
Additional Capabilities
- Bachelor of Business Administration, Cavendish University Zambia, 05/01/26
- Diploma in Information Systems, Zambia Institute of Management, 12/31/11
- Diploma in Business Administration, Luanshya Technical and Business College, 12/31/09
Core Expertise
- Bachelor of Business Administration, Cavendish University Zambia, 05/01/26
- Diploma in Information Systems, Zambia Institute of Management, 12/31/11
- Diploma in Business Administration, Luanshya Technical and Business College, 12/31/09
Professional Development
- Bachelor of Business Administration, Cavendish University Zambia, 05/01/26
- Diploma in Information Systems, Zambia Institute of Management, 12/31/11
- Diploma in Business Administration, Luanshya Technical and Business College, 12/31/09
Timeline
Manager, Commercial FibreCo
Bayobab
09.2024 - Current
Bachelor of Business Administration -
Cavendish University Zambia
01.2022 - 12.2025
Business Solution Manager
Airtel Networks Zambia
01.2021 - 08.2024
Enterprise Network & Pre-Sales Engineer
Airtel Networks Zambia
01.2018 - 01.2021
Service Delivery Account Manager
AfriConnect
01.2014 - 01.2018
Enterprise Support Technician
AfriConnect
01.2011 - 01.2014
Diploma in Information Systems -
Zambia Institute of Management
Diploma in Business Administration -
Luanshya Technical and Business College