Alliance Manager

The Alliance Manager is responsible for developing and executing joint go-to-market (GTM) strategies with Telstra’s strategic Alliance partners, including global leaders in cloud, mobility, and security. This role is central to Telstra’s commercial growth, enabling differentiated customer experiences through co-created solutions, joint investments, and aligned sales and marketing efforts. You will report to the Head of Strategic Alliances & Commercial Partner Programs, accountable for developing and executing an alliance GTM plan to drive mutual growth and establish a governance program to measure partnership success. This role contributes to Telstra's CF30 strategy, focusing on growth, profitability, GTM, demand generation, and enablement.

Must Have

• Develop and own the GTM plan for assigned alliance partners, ensuring alignment with Telstra’s strategic priorities and partner capabilities
• Co-create productised solutions and offers that integrate Telstra’s core services with partner technologies
• Lead joint planning sessions, quarterly business reviews (QBRs), and executive engagements to drive pipeline and market differentiation
• Lead the creation & presentation of Technology Alliances operational reviews
• Develop Market Development fund plans which align to both TE & TB priorities
• Manage the compliance of the various alliance partner funding portals
• Build trusted relationships with partner stakeholders across sales, marketing, and product functions
• Serve as the internal advocate for partner needs and the external champion for Telstra’s value proposition
• Raise purchasing requests
• Lead delegations at Telstra and Alliance partner conferences and Study Tours as required
• Assist our Alliance partners to deliver exceptional experiences for our customers at Telstra lead events leveraging the combined value proposition of the Alliance
• Prepare presentation material for governance meetings including Quarterly Business Reviews with key stakeholders from both Telstra and your Alliance Partner and manage these forums
• Drive campaigns through marketing missions to build pipeline
• Manage alliance funding programs including MDF, Co-Op, and incentive claims, ensuring ROI and compliance working
• Monitor GTM performance metrics and provide insights to leadership on partner-sourced revenue, deal conversion, and campaign effectiveness
• Strong knowledge and hands-on experience in managing Alliance Partnerships
• Proven background in relationship management with customers or strategic partners
• Track record of sales success and driving revenue growth
• Demonstrated ability in business strategy development, execution, and stakeholder engagement
• Skilled at influencing and managing multiple stakeholders across internal teams and external partners
• Strong problem-solving skills for complex business challenges
• Experience in executive engagement and senior stakeholder management
• NAS specialization and broad multi-domain product knowledge

Good to Have

• Secure Networking and Cybersecurity expertise

Perks & Benefits

• Performance-related pay
• Access to thousands of learning programs
• 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)

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

The Alliance Manager is responsible for developing and executing joint go-to-market (GTM) strategies with Telstra’s strategic Alliance partners—including global leaders in cloud, mobility, and security. This role is central to Telstra’s commercial growth, enabling differentiated customer experiences through co-created solutions, joint investments, and aligned sales and marketing efforts.

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

Telstra and our alliance partners aim to co-create unique, mutually beneficial productised solutions and offers to support our Business, Enterprise and Government customers.

As the Alliance Manager, you will be reporting to the Head of Strategic Alliances & Commercial Partner Programs. You are accountable for developing & executing an alliance go to market (GTM) plan to drive mutual growth and establish a governance program to measure the success of the partnership. This will help ensure that both companies are aligned in their objectives and can work together effectively to achieve their shared goals. It will also help establish clear processes for decision-making, communication, and collaboration at all levels.

In this role, you will have the opportunity to work with global leaders in the industry, and to contribute towards a key part of Telstra's CF30 strategy. Your focus on growth, profitability, go to market, demand generation, and enablement will help to drive the success of this partnership and deliver value to customers.

Overall, this is an exciting opportunity to work alongside global leading organisations to make a difference to our customers.

Preference for Melbourne or Sydney candidates to foster close interaction with Alliance Partner offices.

Key Responsibilities

GTM Strategy & Execution

• Develop and own the GTM plan for assigned alliance partners, ensuring alignment with Telstra’s strategic priorities and partner capabilities.
• Co-create productised solutions and offers that integrate Telstra’s core services with partner technologies.
• Lead joint planning sessions, quarterly business reviews (QBRs), and executive engagements to drive pipeline and market differentiation
• Lead the creation & presentation of Technology Alliances operational reviews
• Develop Market Development fund plans which align to both TE & TB priorities
• Manage the compliance of the various alliance partner funding portals

Sales & Marketing Collaboration

• Build trusted relationships with partner stakeholders across sales, marketing, and product functions
• Serve as the internal advocate for partner needs and the external champion for Telstra’s value proposition. • Raise purchasing requests
• Lead delegations at Telstra and Alliance partner conferences and Study Tours as required.
• Assist our Alliance partners to deliver exceptional experiences for our customers at Telstra lead events leveraging the combined value proposition of the Alliance
• Prepare presentation material for governance meetings including Quarterly Business Reviews with key stakeholders from both Telstra and your Alliance Partner and manage these forums.
• Drive campaigns through marketing missions to build pipeline

Commercial & Operational Oversight

• Manage alliance funding programs including MDF, Co-Op, and incentive claims, ensuring ROI and compliance working
• Monitor GTM performance metrics and provide insights to leadership on partner-sourced revenue, deal conversion, and campaign effectiveness

Qualifications

• Strong knowledge and hands-on experience in managing Alliance Partnerships.
• Proven background in relationship management with customers or strategic partners.
• Track record of sales success and driving revenue growth.
• Demonstrated ability in business strategy development, execution, and stakeholder engagement.
• Skilled at influencing and managing multiple stakeholders across internal teams and external partners.
• Strong problem-solving skills for complex business challenges.
• Experience in executive engagement and senior stakeholder management.
• Secure Networking and Cybersecurity expertise (highly desirable).
• NAS specialization and broad multi-domain product knowledge.

If you enjoy collaborating with different people and delivering amazing experiences for the customer, 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).

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.

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 DisabilityandAccessibility@team.telstra.com or via the additional contact options found at www.telstra.com.au/careers/diversity-equity-and-inclusion/disability-employment