Sell and develop business for telecom and network-security solutions across APAC: build territory and account plans, qualify opportunities, lead discovery, propose techno-commercial solutions, support RFx/tenders, enable partners, and provide market feedback to Product and Marketing.
Description
- Job title Senior Sales & Business Development Engineer
- Location Australia; remote/hybrid with extensive APAC travel as required
This role is accountable for building qualified pipeline and converting strategic opportunities by combining business development discipline, customer executive engagement, and strong understanding of telecom security, networking, cloud, and DPI-led use cases. The successful candidate will translate customer challenges into compelling Allot value propositions and partner-enabled go-to-market motions across APAC.
Key responsibilities
- Develop and execute territory and account plans with clear target accounts, opportunity themes, partner routes, pipeline targets, and measurable conversion milestones.
- Identify, qualify, and progress new business opportunities with telecom operators, ISPs, mobile operators, managed service providers, and selected enterprise customers.
- Lead customer discovery discussions to understand strategic priorities, commercial drivers, technology pain points, procurement processes, and executive decision criteria.
- Position Allot and partner solutions in areas such as network intelligence, cybersecurity, DDoS protection, anti-botnet, parental control, consumer/SMB security, traffic visibility, policy enforcement, and value-added services.
- Translate business requirements into differentiated techno-commercial proposals, demonstrations, workshops, trials, and proof-of-concept plans.
- Support tender, RFx, and competitive bid responses by shaping win themes, commercial differentiation, business value messaging, and partner participation.
- Build trusted relationships with customer business, technology, procurement, cybersecurity, product, and executive stakeholders.
- Develop and enable channel, reseller, integration, and technology partners through joint account planning, training, campaigns, and deal execution governance.
- Provide market feedback to Product and Marketing teams on regional buying trends, competitor activity, pricing pressure, regulatory drivers, and emerging use cases.An empty job that is used for creating requisitions 'from scratch'
- 7+ years of experience in sales, business development or solution-led commercial roles selling to telecom operators, ISPs, mobile operators, or large enterprises.
- Demonstrated track record of creating pipelines, qualifying complex opportunities, navigating multi-stakeholder buying cycles, and closing strategic technology deals.
- Strong customer-facing skills with the ability to engage both executive and technical audiences and convert business pain points into compelling value propositions.
- Good understanding of telecom networks, IP networking, cybersecurity, Cloud Technology, Managed security services, and/or data traffic visibility solutions.
- Experience supporting RFx responses, commercial proposals, partner-led bids, business cases, and executive presentations.
- Excellent written and verbal communication skills, including clear proposal writing, storytelling, negotiation support, and executive-level presentation ability.
- Ability to work independently across time zones while operating as part of a distributed APAC sales, sales engineering, product, and delivery team.
- High ownership mindset with strong follow-through, forecasting discipline, stakeholder management, and ability to progress multiple opportunities in parallel.
Preferred qualifications:
- Experience selling telecom security, DDoS mitigation, DNS security, anti-botnet, parental control, network analytics, DPI, policy control, or value-added service solutions.
- Existing relationships with telecom operators, ISPs, managed security providers, channel partners, or system integrators in Australia and broader APAC markets.
- Commercial understanding of SaaS, subscription, managed service, revenue-share, CapEx, and OpEx pricing models.
- Familiarity with competitive environments involving network security, visibility, and managed security vendors.
- Degrees in business, engineering, computer science, telecommunications, or equivalent practical experience; MBA or relevant commercial training is advantageous.
- Relevant technical certifications such as CCNP, security, cloud, or equivalent industry credentials are beneficial but not mandatory.
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