Key Accountabilities:

• Establish and/or maintain a direct relationship, primarily through telephone contact, with existing clients to determine their present and future business needs and propose suitable services and upgrades in order to maintain and grow revenue
• Identify and gain new business through a sustained contact with the customer (including cold calling, emails and following up referrals/leads)
• Understand the customer’s objectives, buying criteria and decision making processes and form long term business partnerships with a view to leveraging revenue from the relationship and promoting Telstra as a quality service provider.
• Lead, coordinate and participate in demand generation campaigns, data driven upsell and cross sell opportunities over the phone or online  (for both reactive and proactive engagements)
• Learn the processes, system and structure of our key customers and use them to support key quoting exercises
• Support of major RFPs and complex requirements (if required)
• Tenacity for overcoming the gate-keeper, warming key influencers and getting to the decision maker.
• Actively use metrics to monitor performance, assess risks, understand results and drivers, while developing contingency plans to address shortfalls on a weekly basis.
• Take accountability for resolving customer service issues
• Create compelling narratives aligning our strengths to customer business drivers.
• Manage the collaboration and teaming of internal stakeholders such as Account Director, Pre-sales, Order Desk, Service Delivery and Assurance to effectively manage customers’ expectations and to progress opportunities and pipeline through the sales cycle
• Constantly research and educate self with the newest developments in network, software, telecommunication, security capabilities and industry trends.

Qualifications/Experiences:

• Warmth and a great conversational manner, face to face, online and on the telephone…these are the most important attributes we look for!
• 2+ years of technology related sales experience
• Customer obsessed
• General knowledge of the IT industry, with the capacity to learn and retain knowledge about individual systems, processes, products and services quickly and accurately
• Works well in a diverse team and enjoys a dynamic and changing environment
• Achievement and success-driven personality, motivated by performance rewards for exceeding annual sales goals through strategic sales leadership and strong cross business collaboration
• We do not use scripts or a structured call approach. Your conversational ability will be key to your success.
• A natural interest in researching your target audience and personalising your correspondence.
• Track record of excellent partnering, collaboration and influencing across company functions, different cultures and complex time zones.
• Thrives on change and has an infectious ‘can do’ attitude

Highly desirable:

• Understanding of IPVPN networks, LAN/WAN, Cloud technologies

• Passion for software defined technologies and using it as a business enabler to solve customer’s business problems
   

We’re committed to building a diverse and inclusive workforce. To enable everyone to participate, we’ve developed an ‘All Roles Flex’ policy to consider flexible ways of working for every role. To learn more, visit tel.st/allrolesflex