Senior Business Development Sales 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.

We're looking for a driven, commercially minded Senior Business Development Sales Specialist with an acquisition mindset to grow new business across our Unified Communications (UC) & Calling portfolio in the Victorian & Tasmanian Government portfolio.

You will actively prospect, create pipeline through relationship building and solution selling while protecting and growing existing revenue by strengthening client relationships and identifying opportunities to expand their footprint with Telstra.

Key Responsibilities: 

New Business Acquisition & revenue retention 

• Hunt for and win new business — proactively prospect, generate demand and pursue new-logo and growth opportunities across the UC & Calling portfolio. 

• Identify and pursue Next Generation Growth opportunities, capitalising on whitespace and complex industry and government portfolios. 

• Drive outcome-based conversations with key customer decision-makers to open doors and create pipeline from scratch. 

• Support revenue retention during migrations and proactively identify opportunities to grow and expand existing customer relationships. 

• Pipeline Growth & Opportunity Development 

• Proactively engage with account teams to build pipeline aligned to UC & Calling growth products and campaigns. 

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

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

Phoenix Pipeline Management & Hygiene 

• Own disciplined pipeline hygiene: regularly review your opportunities and ensure your top opportunities always have a clear close plan. 

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

Storytelling & Product Journey 

• Compellingly tell the story of Telstra's UC & Calling product journey — articulating the evolution from legacy telephony to cloud and AI-enabled voice, and why Telstra is uniquely positioned to lead it. 

• 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 & Revenue Acceleration 

• Lead commercial, business and technical discussions, positioning Telstra's UC & Calling 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 & Telstra Partners to progress strategic deals and remove blockers. 

• Own the UC product lifecycle across relevant Victorian and Tasmanian Government panels, ensuring alignment to customer needs, panel obligations and Telstra’s broader UC & Calling strategy. 

• Internal Alignment & Enablement 

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

• Collaborate with Account Teams, providing regular updates on UC & Calling products 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 (2+ 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 government portfolios. 

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

• Solid understanding of Telstra Unified Communications and Calling portfolio  — or the appetite and aptitude to get there 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 interest in using AI to lift productivity and customer impact. 

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

• Bring genuine curiosity and an appetite to use AI tools (e.g. Microsoft Copilot) to work smarter — from research and pipeline analysis to proposal drafting and customer storytelling. 

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.

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