Senior Security & Network Sales Lead

Employment Type

Closing Date

Job Title

Job Summary

Job Description

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

The role purpose is to lead Security & Network Sales activity in the nominated Accounts/Territories of each Seller. This includes all business development efforts across client relationship building, account network and security strategy, account planning, partner eco-system management, CRM management, stakeholder (internal & external) management, deal support, development and execution of close plans, support enablement activity, contribute to broader security marketing efforts and support Telstra Security & Network Services brand and reputation in market.

What We Offer

• Flex appeal: choose where, when and how you work

• 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)

What You’ll Do

As a Security & Network Sales Lead, you will be 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.

Key responsibilities include:

• 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 & Network offerings. This includes account/opportunity strategy, end to end client relationship management, internal stakeholder management & close plans

• Build relationships with key Security and Network technology partners and their respective stakeholders which includes sales teams, sales management, channel management and technical sales teams, in order to identify Telstra Network & Security sales opportunities within target customers. This includes joint account planning activities and having a deep understanding of the technology partner sales & qualification management processes such as MEDDICC.

• Lead Telstra’s Security & Network engagement into all target accounts, which includes 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 & Network sales opportunities by providing bid, technical, commercials & deal closure assistance

• Develop & Manage Security & Network Account Plans for all target customers in each respective Security Sales Specialist territory

• 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 the main CRM platform within Telstra, called Phoenix, for all target accounts & sales opportunities within those accounts

• Organise & 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 & Delivery Teams, Telstra Partners) to translate complex customer requirements into leading-edge security & 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 & network sales capability development.

About You:

Technical Expertise

• Demonstration of experience in full time Sales/Business Development/Account Director role

• Demonstrated experience in development & management of Security account plans & opportunity management frameworks such as MEDDIC

• Experience in developing, leading & closing large Security sales opportunities

• Good understanding of Security landscape including key technology vendors, industry trends & concepts, solutions integrations & outcomes-based insights

• Experience in leading and managing complex deal processes

• Deep understanding of client value propositions across core domain areas such as Network & Cloud Security, Detection, Response & Recovery, OT Security, GRC & Advisory

• Demonstrated ability to effectively prospect & build client relationships through sales calling, networking, targeted engagement and propositioning

Key Skills

• Account Management

• Business Acumen

• Business Partnering

• Commercial / Financial management

• Communication (verbal & written)

• Customer Centricity

• Developing sales solutions

• End to end Sales Management

• Influential Communications

• Innovation – solutions and service

• Managing Sales Relationships

• Negotiation

• Portfolio Management

• Sales Closing

• Stakeholder Management

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

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 abilities 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. 

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.