Federal Government BD


The primary purpose of this position is to drive the strategy and growth of the Security portfolio for Government with a specific emphasis on Federal Government. 

The role will involve the cultivation ongoing relationship management of key Government Security stakeholders and C-Levels executives.  You will also be required to work with internal stakeholders to determine the most appropriate strategy for the customer’s environment and/or recommend changes to the existing portfolio based on customer feedback, including your engagement with key security stakeholders within the Government customer base. You should own or be a key player in the relationship between Telstra and the CISO/CRO.  You will have extensive experience in selling managed services and or security solutions to customers and ideally to government.

Key Accountabilities

The key responsibilities and job tasks for this role:

·        Build out and execute on a Strategic Plan for the Federal government sector that delivers above market growth and increases Telstra’s market share in this sector

·        Achieve sales and revenue targets (or exceeding them where able), with focus on growing annuity based solutions whilst driving medium-long term growth opportunities for Telstra Security

·       Establish and maintain a pipeline equivalent to at least 3 x target 

·        Employ consultative/outcome-based selling techniques and develop quality solutions to drive tangible and positive business outcomes for Government

·        Liaise with product management and delivery resources where required to ensure our products meet Government (Federal and State) needs

·        Coach, mentor, educate and enable individuals within Telstra Enterprise (e.g. Account Executives and Specialists with Government-authorised security approval) to develop a better understanding of Government (esp. Federal) buying behaviour, relationships, challenges and/or opportunities

·        Develop, demonstrate and keep abreast of current affairs and policy matters on Security including but not limited to Australia’s foreign policy

·        Develop and demonstrate detailed understanding of Telstra and vendor products/services related to Security including emerging solutions and innovations

·        Develop and demonstrate strong understanding of market competitors within ICT/Security market and deploy strategies to position Telstra to win

·        Forecast, track and report on sales and revenue and to ensure that revenue is accurately reported by month

·        Build support within Telstra and the vendor/partner community and build relationships at all levels within Government up to C-Level

·        Effectively leverage the myriad of security specific and account team resources within Telstra to achieve coverage in key accounts

·        Coordinate the various security resources available to become the trusted security partner

Qualifications/Experiences

Essential

·        At least five year’s sales experience (where at least 40% of remuneration has been linked to a personal target)

·        Security specific experience within a sales and managed services sales environment

·        Experience working with Government customer accounts

·        Experience in Strategic Planning and Business Development activities

·        Sound previous experience working in complex or matrix managed sales environments

·        Second to none key account management exposure

·        Evidence of consistently meeting and exceeding sales targets

·        Demonstrable experience working with C-Level stakeholders

·        Previous experience of getting to the heart of customer needs, both recognised and unrecognised

·        Experience regarding leading edge and innovative solution design, development and delivery

·        Sound exposure when it comes to contributing towards development of strategies and frameworks

·        Strong functional knowledge of financial and commercial policies and practices and the impact these elements have on the organisation and market in which they operate

·        Evidence of contribution towards and implementation of continuous improvement programs

High desirable

·        Previous experience working within either Telecommunications or Integration environments

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