IoT Solution Specialist

Job Summary

Who We Are

We're an iconic Aussie brand with a global footprint. Our purpose is to build a connected future so everyone can thrive. We're all about providing the best experience and delivering the best tech on the best network.

This includes making Telstra the place you want to work. For you, that means a having career that grows with you and working with a team powered by human connection that prioritises wellbeing and choice.

Focus of the Role ​

Our team helps enterprise and government customers transform their businesses through IoT solutions, enabling them to move from legacy environments to digitalised, real-time, data-driven processes. 

The role requires you to act as the sales subject matter expert for a portfolio of IoT management and data platforms, complemented by Telstra’s latest Network-as-a-Product capabilities.  
 
Success in this role is built on strong relationship management, negotiation skills, and the ability to work closely with customers to deliver innovative technology solutions that improve business outcomes. 

You will partner with client executives and internal stakeholders to deliver solutions that contribute directly to Telstra's commercial success. 

Due to the customer portfolio, our preferred location is Sydney or Melbourne; however, we’re also open to candidates based in other Australian states.

Key Responsibilities:

Areas of responsibility may include Connected Fleet, Connected Infrastructure and Connected Assets. 

New Business Acquisition and Revenue Retention 

• Hunt for and win new business by opening new doors and proactively identifying, qualifying, developing and closing high-value IoT sales opportunities in partnership with customer executives and key stakeholders. 

• Collaborate across a diverse stakeholder network, including Client Executives, Business Development Managers, Solution Specialists, Deep Domain Specialists, Presales, Delivery Teams, Technology Vendors, and Telstra Partners.  

• Develop innovative sales strategies and solutions based on customer needs and market trends. 

• Build and maintain strong customer, vendor, and strategic stakeholder relationships. 

• Influence stakeholders at all levels to drive customer outcomes and achieve sales targets. 

• Apply deep product and industry knowledge to create solution proposals and account growth strategies. 

• Support continuous improvement initiatives across sales, solution design, negotiation, and delivery processes. 

• Accurately forecast, track, and manage sales opportunities through the full sales lifecycle. 

Pipeline Growth and Opportunity Development 

• Build and manage teams to build pipeline aligned to IoT growth products and campaigns. 

• Support early-stage discovery and shape customer requirements into deliverable solutions. 

• Identify untapped market and account opportunities, including opportunities with non-Telstra customers. 

• Facilitate customer conversations and initiatives that drive growth, retention and long-term value. 

Phoenix Pipeline Management and Hygiene 

• Maintain disciplined pipeline hygiene by regularly reviewing opportunities and ensuring that priority opportunities always have a clear close plan. 

• Provide clean, trustworthy data that supports accurate quarterly commit, forecast and performance reporting. 

Storytelling and Product Journey 

• Tell a compelling story about Telstra’s CF30 strategy and IoT product journey, clearly articulating how the portfolio is evolving and how it enables customers to achieve digital business outcomes. 

• Translate complex technical capability into a simple, customer-relevant narrative that connects product evolution and migration paths to real business outcomes. 

• Position the Telstra difference — trusted network fabric, carrier-grade assurance and end-to-end capability — in customer presentations, proposals and RFP responses. 

Deal Support and Revenue Acceleration 

• Lead commercial, business and technical discussions, positioning Telstra's IoT solutions to meet customer needs. 

• Collaborate across Telstra (Pre-sales, Product, Pricing, Deal Desk) to develop commercial positioning and solution alignment to customer outcomes. 

• Partner with account teams and Telstra partners to progress strategic deals and remove blockers. 

• Lead the sales execution and commercial growth of IoT solutions across Connected Fleet, Connected Infrastructure or Connected Assets, ensuring alignment with customer needs, panel obligations and Telstra’s broader IoT strategy 

Internal Alignment and Enablement 

• Work closely with Client Partners to align on target customers, campaigns and priorities. 

• Collaborate with Account Teams and customers, providing regular updates on IoT products, roadmaps and initiatives. 

• Participate in knowledge-sharing that builds sales and market-trend insight across the team. 

What You Bring 

• A hunter's mentality — a proven track record (5+ years) of consistent performance in a target-based, new-business sales environment. 

• A winning culture — experience identifying and capitalising on new sales opportunities in complex industry and/or government portfolios. 

• Experience conducting complex sales negotiations, finalising commercial deals and building relationships with C-suite decisionmakers. 

• A solid understanding of Telstra’s IoT portfolio, or the appetite and aptitude to develop that understanding quickly. 

• Proven ability to build and progress sales pipeline in a B2B environment, with strong CRM discipline. 

• Excellent storytelling and stakeholder-engagement skills — able to influence across Sales, Technical and Product teams. 

• Commercial acumen with the ability to position value and drive outcomes. 

• Curiosity, a growth mindset and a genuine appetite to use AI tools, such as Microsoft Copilot, to improve productivity and customer impact across research, pipeline analysis, proposal development and customer storytelling 

• A proactive, self-driven approach with strong organisational skills. 

Telstra Success Profile Capabilities 

Customer Focus 

• Understands the customer's viewpoint and proactively builds strong, trusted relationships. 

Drive Strategy & Innovation 

• Aware of key industry developments and competitors; tailors content, style and tone to the audience. 

Translate Strategy into Action 

• Solves difficult problems, anticipates and overcomes roadblocks, and adapts quickly when required. 

Collaborate & Build Engagement 

• Works collaboratively, taps into networks across the wider team, and uses informal channels of influence to get outcomes. 

Self-Awareness & Authenticity 

• Genuine with others, welcomes feedback, and demonstrates resilience and positivity in challenging situations. 

Ready for your next challenge? We'd love to hear from you!

We're amongst the top 2% of companies globally in the CDP Global Climate Change Index 2023, being awarded an 'A' rating. If you want to work for a company that cares about sustainability, we want to hear from you.

As part of your application with Telstra, you may receive communications from us on +61 440 135 548 (for job applications in Australia) and +1 (623) 400-7726 (for job applications in the Philippines and India).
When you join our team, you become part of a welcoming and inclusive community where everyone is respected, valued and celebrated. We actively seek individuals from various backgrounds, ethnicities, genders and disabilities because we know that diversity not only strengthens our team but also enriches our work. We have zero tolerance for harassment of any kind, and we prioritise creating a workplace culture where everyone is safe and can thrive. 
As part of the hiring process, all identified candidates will undergo a background check, and the results will play a role in the final decision regarding your application.
We work flexibly at Telstra. Talk to us about what flexibility means to you. When you apply, you can share your pronouns and / or any reasonable adjustments needed to take part equitably during the recruitment process. We work flexibly at Telstra. Talk to us about what flexibility means to you. When you apply, you can share your pronouns and / or any reasonable adjustments needed to take part equitably during the recruitment process. Adjustment requests and accessibility support can be arranged using the contact details below.
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