Senior Business Development Manager

Job Summary

Join Telstra's strategic account team and help some of Australia's largest public sector organisations modernise, secure and transform their critical network infrastructure.

This role is focused on driving Secure Networks growth within a portfolio of Corporate and Victorian Government customers. Working as part of a broader strategic account team, you'll partner closely with Client Partners, Solution Specialists, Presales and Delivery teams to identify opportunities, shape customer strategy and deliver outcomes that solve complex operational and business challenges.

You'll be the Secure Networks expert within the account team, helping customers navigate technology decisions spanning Data Access & Connectivity (DAC), Managed Data Networks (MDN), SD-WAN, Network Transformation, Security, Managed Services and Professional Services. Your focus will be on building trusted relationships, uncovering customer priorities and positioning Telstra as the strategic partner of choice.

This role is a fantastic opportunity to lead a portfolio of top-tier accounts and align our Connected Future 30 strategy with the outcomes and business challenges of our customers. To help you succeed, you will work with a team of highly skilled consultants and presales engineers to sell transformative solutions based on our best-in-class connectivity solutions and key vendor technologies.

Key responsibilities

• Build trusted relationships with customer stakeholder groups ranging from C-level to operational teams to understand their business challenges and identify sales opportunities for Telstra security and network offerings. This includes account/opportunity strategy, end-to-end client relationship management, internal stakeholder management and close plans.
• Build relationships with key security and network technology partners and their respective stakeholders, including sales teams, sales management, channel management and technical sales teams, to identify Telstra network and security sales opportunities within target customers. This includes joint account planning activities and having a deep understanding of the technology partner sales and qualification management processes such as MEDDIC and Miller Heiman.
• Lead Telstra’s security and network engagement into all target accounts, including customer contact strategy and the application of sales methods such as sales calls, relationship mapping and lead generation activities.
• Support other Telstra sales teams with security and network sales opportunities by providing bid, technical, commercial and deal closure assistance.
• Leverage deep knowledge in sales and commercial management to accurately forecast, track and manage sales opportunities (lead identification, qualification and closure), including meeting reporting requirements for security and network sales forecasting.
• Be responsible for end-to-end management of opportunities within the main Salesforce CRM platform within Telstra, called Phoenix, for all target accounts and sales opportunities within those accounts.
• Organise and participate in industry events, round tables, thought leadership sessions etc. for the purpose of business development.
• Authentically engage and collaborate within a diverse, multi-stakeholder landscape (e.g. client executives, business development managers, solution specialists, deep domain specialists, bid and delivery teams, Telstra partners, vendors and suppliers) to translate complex customer requirements into leading-edge security and network solutions.
• Take an innovative and creative approach to identifying new sales opportunities and developing sales solutions that leverage your deep customer understanding, awareness of key industry trends and understanding of the competitor landscape.
• Support innovation and lead components of continuous improvement activities for the identification of sales, solution design, negotiation methods and sales delivery approaches that support security and network sales capability development.

Qualifications

• Demonstrated ability to manage end-to-end sales cycles, particularly with C-level stakeholders in enterprise environments.
• Understanding of client value propositions across areas such as network and cloud security, zero trust, detection and response, OT security, GRC and advisory, and network transformation.
• Proven experience in identifying, developing and closing large-scale security and network sales opportunities.
• Skilled in developing and managing account plans and opportunity frameworks such as Miller Heiman.
• Solid understanding of secure connectivity, network and security solutions; general ICT knowledge is acceptable.
• Familiarity with key technology vendors including Cisco, Fortinet, Zscaler, Palo Alto Networks, Microsoft and Netskope.
• Good grasp of current trends and concepts in security and network, including solution integration and outcomes-based selling.
• Ability to manage and engage internal and external stakeholders across various levels.
• Experience working with solution architects, specialists and cross-functional teams to deliver tailored commercial responses.
• Capable of leading and managing complex deal processes from initiation to closure.
• Effective in building client relationships through targeted engagement, networking and sales calls.
• Clear and confident communicator, able to translate technical solutions into business value.
• Strong contributor to team goals and broader secure networks initiatives.

Ready to connect with your next career move?

If this sounds like the perfect fit, we’d love to hear from you.

Please attach your resume/cv when applying to allow for a more thorough review of your qualifications and experience.

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 are aware of current limitations with our website accessibility and are working towards improving this. Should you experience any issues accessing information or the application form, and require this in an alternate format, please contact our Talent Acquisition team on [email protected] or via the additional contact options found at www.telstra.com.au/careers/diversity-equity-and-inclusion/disability-employment