Sales Manager

The Sales Manager, part of the Enterprise Account Management team, is responsible for retaining and growing Telstra's existing enterprise customer base. This role involves leading a sales team, acting consultatively to understand customer challenges, and offering innovative technology and communication solutions. Key responsibilities include developing strategic Account Plans, implementing tactical action plans, managing virtual teams across multiple time zones, and driving new business opportunities within assigned territories to meet or exceed sales and revenue targets.

Must Have

• Manage and lead the sales team to meet or exceed set sales and revenue targets.
• Grow existing customer revenues and find new opportunities within territory.
• Protect existing customer revenues where at risk.
• Develop and progress business opportunities through the sales process and convert to close.
• Create and update overall Sales Plan (Target Accounts, research, activity metrics, contact & engagement strategy, marketing campaigns).
• Complete and continue work on Strategic Account plans and Share of Wallet analysis.
• Perform cold calling and appointment setting.
• Attend face to face customer meetings.
• Create proposals in response to customers’ requirements.
• Respond to RFI, RFP and RFQs.
• Respond to customer enquiries by email and telephone.
• Create presentations and present to customers and/or prospects.
• Represent Telstra with all existing customers in accordance with corporate values.
• Professionally communicate with all appropriate levels of decision makers and influencers.
• Identify and nurture constructive relationships with customers.

Good to Have

• Bachelor Degree or equivalent experience.
• Minimum 10 years sales and/or marketing experience within an IT or Communications related business.
• SalesForce CRM experience.
• Some degree of technical proficiency in IT and Telecommunications.
• Multi-lingual capabilities.
• Aspirations to assume a more senior sales role.

Perks & Benefits

• Performance-related pay
• Access to thousands of learning programs
• Global presence across 22 countries; opportunities to work where we do business
• Other exciting applicable country-specific benefits

Who We Are

We're Australia's leading telecommunications and technology company. With a global presence in more than 22 countries, we have a strong 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.

We are committed to making Telstra the best place to work and creating a diverse and inclusive workplace that works for everyone.

Focus of the Role

The Sales Manager is part of the Enterprise Account Management team that is responsible for retaining and growing the existing enterprise customer base for Telstra. As part of this role, the Senior Sales Lead will lead the team and act consultatively, develop an understanding of the current challenges, opportunities and threats faced by their customers in their respective markets, as well as having technology and communications experience that will enable them to offer relevant, innovative solutions to their customers that drive business outcomes.

A key part of this role will involve developing strategic Account Plans, implementing tactical action plans and managing virtual teams across multiple time zones in order to deliver a seamless, global experience for their customers. The role will involve leading the sales team while building new relationships and driving engagement at multiple levels within each customer.

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.
• Other exciting applicable country-specific benefits to be shared as you progress

What You’ll Do

Telstra Infraco – Global Enterprise provides sales and service support to Telstra's international customers.

The Sales Manager is responsible for retaining and growing existing customer accounts for Telstra and finding new business and opportunities within assigned territory.

Primary Responsibilities:

• Manage and lead the sales team to meet or exceed set sales and revenue targets by selling Telstra services to assigned customer base and territory.
• Grow existing customer revenues and find new opportunities and revenue within territory.
• Protect existing customer revenues where at risk
• Develop and progress business opportunities through the sales process and convert to close.
• Creating and updating overall Sales Plan to achieve target:-
• Target Accounts, research, activity metrics, contact & engagement strategy, marketing campaigns etc.
• Completion and continued work on Strategic Account plans and Share of Wallet analysis to develop and implement strategies to achieve sales, revenue and Net Promoter Score (NPS) targets
• Cold calling and appointment setting.
• Attending face to face customer meetings
• Creating proposals in response to customers’ requirements.
• Responding to RFI, RFP and RFQs
• Responding to customer enquiries by email and telephone.
• Creating presentations and presenting to customers and/or prospects
• Represent Telstra with all existing customers in accordance with Telstra’s corporate values.
• Professionally communicate with all appropriate levels of decision makers and influencers, ensuring the highest standards are adhered to for all verbal and written communication.
• Identify and nurture constructive relationships with customers: devising and executing Strategic Account Plans to ensure Telstra remains front-of-mind for opportunities relevant to our business.

About You

To be successful in the role, you'll bring the following:

• Bachelor Degree or equivalent experience preferred
• Minimum 10 years sales and /or marketing experience within an IT or Communications related business preferred
• International telecommunications experience required
• Demonstrable experience leading virtual teams to deliver desired outcomes
• SalesForce CRM experience preferred
• Experience and success in driving customer advocacy
• Some degree of technical proficiency in relation to IT and Telecommunications
• Understanding of the international communications market and competitive environment.
• The ability to establish and build multi-layer relationships with customers.
• The ability to act and succeed independently as well as being a valuable team member
• The ability to own and bring to conclusion a plan against clear action points and issues
• Experienced and proficient in working with Microsoft office applications and CRM
• Excellent organisational skills.
• Sound problem solving skills; a creative approach with the ability to develop new ideas.
• Aspirations to assume a more senior sales role (e.g. Business Development Manager, Sr. Account Director)

Language Requirements

• High-level oral, written, presentation and communication skills in the English language
• Multi- lingual capabilities a plus
• Must be experienced with presentations and public speaking.

Reasoning Ability

• Strong reasoning and problem-solving skills required
• Must be able to construct solutions from various information sources
• Outstanding customer relationship management skills including effective information gathering, presentation and negotiation skills, and establishing and maintaining customer rapport

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 +61 440 135 548 (for job applications in Australia) and +1 (623) 400-7726 (for job applications in the Philippines and India).

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.

As part of the hiring process, all identified candidates will undergo a background check, and the results will play a role in the final decision regarding your application.

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.

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