Senior Cyber Security Sales Lead

Employment Type

Permanent

Closing Date

18 Oct 2024 11:59pm

Job Title

Senior Cyber Security Sales Lead

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 Sales activity in the nominated Accounts/Territories of each Seller. This includes all business development efforts across client relationship building & management, account 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 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 Senior Cyber Security Sales Lead, you will be an experienced sales professional with a strong background in complex security 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.  
 
Your key responsibilities for this role will involve building 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 offerings.

• This includes strategizing account/opportunity approaches, managing client relationships end-to-end, coordinating with internal stakeholders, and developing close plans.  

• Additionally, the role entails building relationships with key security technology partners and their respective stakeholders, including sales teams, sales management, channel management, and technical sales teams. This involves identifying Telstra Security sales opportunities within target customers, engaging in joint account planning activities, and understanding technology partner sales and qualification management processes such as MEDDICC. 

 
You will also, at times, support other Telstra sales teams with Security sales opportunities by providing bid, technical, commercials, and deal closure assistance is part of the responsibilities. 

• You will be responsible for developing and managing Security Account Plans for all target customers in each respective Security Sales Specialist territory, accurately forecasting, tracking, and managing sales opportunities, and meeting reporting requirements for Security sales forecasting are also key components. This includes managing the main CRM platform within Telstra, called Phoenix, for all target accounts and sales opportunities within those accounts. 

• Furthermore, organising and participating in industry events, round tables, thought leadership sessions, etc., for the purpose of business development will be part of your role. 

•  Lastly, supporting innovation and leading components of continuous improvement activities for the identification of sales, solution design, negotiation methods, and sales delivery approaches that support security sales capability development is also part of the role's responsibilities.​

 

​​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 enjoy collaborating with different people and delivering amazing experiences for the customer, 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.