Business Development Manager

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

What is the focus of the role?

As Business Development Manager - Secure Networks South, you will play a vital role in identifying, managing and closing new business opportunities for Telstra by your seasoned knowledge of B2B sales processes, sales acumen and the ability to make deep and trusted relationships with your customers.

What We Offer

Performance-related pay

Access to thousands of learning programs so you can level-up

Global presence across 22 countries; opportunities to work where we do business.

Purchased annual leave scheme

Additional Telstra day off

Additional 30% off Telstra products and services

Toolkit provided (laptop + mobile phone + plan paid for)

About the role

The secure networks group forms part of Telstra Enterprise sales and customer success, providing trusted expertise across data networks, cybersecurity and managed services.

As
Business Development Manager
, you will work closely within an aligned account and specialist solution team to identify, qualify and then develop and close solutions that solve our customers connectivity, advanced networking, cloud and security challenges. This role will keep you across the very latest in technology, working with our partners and technology vendors to ensure we are continuously improving our offers and value to our customers.

You are an experienced sales professional with a strong background in complex security and network sales engagements. Your business development knowledge and strong client partnering will allow you to drive successful security revenue, contribute to EBITDA and deliver on key go-to-market strategies.

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.

Preference will be given to candidates based in Melbourne, as this is a customer-facing role that requires close engagement and occasional on-site interactions with clients.

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 MEDDICC and 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.

If you are looking to take the next step in your career, we want to hear from you

As part of your application with Telstra, you may receive communications from us on for job applications in Australia).

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.

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