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Bid & Compliance -Senior Specialist
Permanent Full Time
INTERNATIONAL: Washington or DC
Permanent Full Time
INTERNATIONAL: Washington or DC
24 February 2019
Closing in: 2 days time
Opened 29 January 2019
The Bid & Compliance Sr. Specialist, US Federal Government, is responsible for managing all tender, RFP and other solicited/unsolicited opportunities and deliverables through the business, in support of the Federal Sales team, including overseeing the...

Bid & Compliance -Senior Specialist

  • Job Number: 10075514-001
  • Employment Type: Permanent Full Time
  • Location: INTERNATIONAL: Washington or DC
  • Opening date: 29/01/2019 05:00 AM AEST
  • Closing date: 24/02/2019 04:55 AM AEST
  • Applications close in: 2 days time

Summary:

The Senior Bid & Compliance Specialist, US Federal Government, is responsible for managing all tender, RFP and other solicited/unsolicited opportunities and deliverables through the business, in support of the Federal Sales team, including overseeing the final proposal development, in accordance with Company policies, acquisition regulations and customer requirements.

You will be responsible for the overall compliance framework and governance for Telstra’s US Federal Government business, which could include identifying requirements specific to contract vehicles or bids and developing programs of work to address current and future compliance requirements.

 You will work closely with internal stakeholders, customers and external consultants from time to time, to ensure we are fully aware of, and compliant with, all acquisition regulations relevant to the opportunity. You will lead and facilitate multi-disciplined and regionally dispersed teams throughout the preparation process. You will also identify and address issues and risks inherent in customer bids and proposals and assist in developing commercial approaches to meet customer requirements.

The successful candidate will be a hands-on, collaborative, professional, and strategic thinker that is skilled in contract review, negotiations, executing strategic plans, and accomplishing business objectives.

Key Accountabilities

  • Assess opportunities and proposals for commercial viability in terms of pricing, profit, risk, service, contractual terms and conditions, technical robustness and Telstra brand protection.
  • Assess proposed contract terms in conjunction with Legal to identify implications and exposures
  • Ensure Compliance with government regulations, corporate policies and best practices.
  • Analyse risks inherent in the various aspects of the opportunity, solution framework and detailed proposal.
  • Ensure identified risks are addressed in the proposal, during negotiations and through suitable delivery action plans.
  • Develop programs of work with internal and external stakeholders that address US Government acquisition regulations / compliance requirements for certain strategic initiatives, for example GSA Schedule 70.
  • Work closely with Finance and Pricing to ensure that financial modelling accurately reflects the commercial substance of the proposal and negotiated deal.
  • Escalate through appropriate governance when negotiated outcomes are likely to move a deal beyond initial approval envelopes.
  • Participate in hand-over reviews from the pre-contract sales phase to the post-contract management phase; ensure that pertinent issues, risks and customer insights are transferred to contract management and delivery personnel.
  • Ensure close liaison with legal, pricing, service and technical design to ensure negotiation outcomes are deliverable within acceptable risk and meet governance constraints
  • Key Stakeholder engagement, including senior executives
  • Strategic Leadership of Bids
  • Ensure internal stakeholders, including Legal and Finance, are fully cognisant of commercial considerations of proposal
  • Establish and maintain key high-level relationships within International Sales & Service, and Telstra’s domestic Australia business, and with the customer (in coordination with Sales) to promote effectiveness in issue resolution and to enhance business dealings with Customers, Suppliers, Subcontractors and internal stakeholders.
  • Participate in reviews of the bidding and contract management process to ensure learnings are captured and transferred to internal stakeholders; contribute to continuous improvement of processes.

Qualifications:

  • At least 5 years demonstrated bid experience in a commercial IT or telco outsourcing environment, preferably with prior US Government experience
  • Strong project management skills with the proven ability to meet tight deadlines
  • Strong communication and presentation skills
  • Commercial and contract management experience is desirable
  • Superior negotiation experience and business acumen
  • Sound knowledge of contract law
  • Good knowledge of commercial and project evaluation methodologies; high numeracy.
  • Superior analytical skills.
  • Demonstrated ability to work in teams and manage a complex team environment
  • Demonstrated ability to engage constructively with internal stakeholders and customer senior representatives
  • Military experience is a plus
  • Existing Security Clearance or ability to hold a Security Clearance is a plus

 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 our Telstra Careers Website: tel.st/allrolesflex

Apply Now
  • Job Number: 10075514-001
  • Employment Type: Permanent Full Time
  • Location: INTERNATIONAL: Washington or DC
  • Opening date: 29/01/2019 05:00 AM AEST
  • Closing date: 24/02/2019 04:55 AM AEST
  • Applications close in: 2 days time

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Proud past, brilliant future

Telstra is Australia’s leading telecommunications and technology company, with a rich history spanning more than 110 years.
Senior Business Development Manager, Federal Government
Permanent Full Time
INTERNATIONAL: Washington or DC
Permanent Full Time
INTERNATIONAL: Washington or DC
24 February 2019
Closing in: 2 days time
Opened 14 January 2019
The Senior Business Development Manager, Federal Government, will drive prospecting initiatives, sales go-to-market strategies and develop responses to telecommunications opportunities within the US Federal Government market.

Senior Business Development Manager, Federal Government

  • Job Number: 10075990-001
  • Employment Type: Permanent Full Time
  • Location: INTERNATIONAL: Washington or DC
  • Opening date: 14/01/2019 05:00 AM AEST
  • Closing date: 24/02/2019 04:55 AM AEST
  • Applications close in: 2 days time

At Telstra, the customer is at the heart of everything we do. That is why we make sure that we provide a seamless customer experience to our customers all over the world. Our aim is to connect everything to everyone, which is why we are constantly looking for new growth opportunities and emerging technologies to improve the way we deliver services.

In order to be the best at what we do, we are always looking for top talents who can be part of our team – passionate, driven, tenacious, methodical and team-oriented who should be able to demonstrate business acumen and professionalism required to deal with clients at C-suite and board level.

Think you’ve got what it takes to handle this challenging yet exciting role? Then, apply now!

The Senior Business Development Manager, Federal Government, will drive prospecting initiatives, sales go-to-market strategies and develop responses to telecommunications opportunities within the US Federal Government market. This could include working with Systems Integrators and Carriers to drive new sales and revenue opportunities as a subcontractor for US Government requirements, and may also include working with US Government agencies, to position Telstra for the purposes of selling Telstra solutions at or above agreed targets.

Senior Business Development Manager – Federal Government 

As a Business Development Manager – Federal Government Sales for Telstra, you will have an exciting opportunity to leverage your deep experience in delivering technology solutions to the US Federal Government, to shape and execute a strategy to build Telstra’s Federal Government practice, and to drive mindshare of Telstra’s unique assets and capabilities in the Asia-Pacific market in particular.

A key part of this role will involve developing a business plan for driving new revenue growth with carriers and systems integrators who are prime contractors on US Federal Government contract vehicles, implementing tactical action plans and managing virtual teams across multiple time zones in order to deliver a seamless, global experience for these customers / prospects. Additionally, you will also be expected to utilize your experience and contacts within US Federal Government agencies to drive engagement and opportunity as a potential prime contractor on relevant vehicles.

Key Accountabilities:

Primary:

  • Deliver strategic business plan to drive new revenue and growth opportunities within the US Federal Government market for Telstra – both as a subcontractor and potential prime contractor
  • Review bid opportunities with the team and develop bid/no-bid strategies with clear, supporting rationale
  • Develop contract vehicle specific strategies, with a focus on Asia Pacific opportunities.
  • Key contributor to Telstra US Federal Government go-to-market strategy and planning.
  • Develop and negotiate teaming agreements, NDAs, statements of work and subcontracts directly
  • Driving proposal/RFP activities with team members to achieve required submission requirements
  • Accountable for overall customer engagement and experience with Telstra, including ownership of RFIs, RFPs, RFQs, developing customer presentations, attending face to face meetings and developing new engagement strategies for target prospects
  • Act as central point of contact between customer and Telstra as well as among team members.
  • Oversee consistent interaction between customer and account team members on both a periodic and as needed basis.
  • Maintain comprehensive inventory of relevant products and services used by the customer. Leverage that information to identify new opportunities.
  • 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 Customer Account Plans to ensure Telstra remains front-of-mind for opportunities relevant to our business.

General:

  • Manage the Salesforce CRM to ensure all Customer data records are current and updated following every interaction:
    • creating new accounts
    • creating new opportunities
    • logging activities and communications between Telstra and our customers and prospects
    • forecasting opportunities
  • Completing order forms and providing all the necessary information for technical sign off and approval by contracts admin.
  • Forecasting revenue including any churn or at-risk revenue.
  • Ad-hoc reporting.
  • Supporting various customer requirements and assisting in orchestrating resources or delegating issues to correct departments.
  • Provide insight, briefs and other research as may be required by other Global Account Managers, virtual team members or Management/Executive
  • Maintain a current understanding of Telstra’s products and services, our key messages relating to Asia- Pacific, and our sales proposition for targeted industry sectors.
  • Interface with other Telstra teams internationally as required.
  • Collaborate with Marketing and Sales leadership to execute targeted new product campaigns for existing customers.
  • Contribute to event co-ordination such as Customer Forums and Roundtables
  • Capture all relevant information from day-to-day dealings with customers and record in the CRM.
  • Ensure that any actions agreed with Customers are followed-up within 1 business day, or at another time as agreed with the Customer.
  • Maintain a good level of understanding of current affairs relating to our target industry sectors and the Asia-Pacific region

Qualifications/ Experiences:

  • Minimum 5 years sales and strategic account management and/or capture management with US Federal Government clients/opportunities within a technology and communications related business
  • Demonstrable success driving large US Federal Government program capture
  • Thorough understanding of US Federal Government procurement processes and contract vehicles is required
  • Existing contacts within major US Federal Government agencies such as DoD, CIA and NSA are an advantage
  • Uses advanced US Federal Government domain / solutions knowledge to competitive advantage. Has strong knowledge of government technology standards, security protocols and the regulations impacting the sale of technology solutions to the Federal Government
  • US Federal Government background clearance check / Security Clearances are an advantage
  • International telecommunications experience is desirable and Asia-Pacific experience an advantage
  • Military Experience is a plus
  • Demonstrable experience leading virtual teams to deliver desired outcomes
  • Experience and success in driving customer advocacy
  • 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.
  • Bachelor Degree or equivalent experience preferred
  • 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
  • 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
  • Certifications, Licenses, Registration: Miller Heiman Strategic Selling or other similar Sales training preferred

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

 

Apply Now
  • Job Number: 10075990-001
  • Employment Type: Permanent Full Time
  • Location: INTERNATIONAL: Washington or DC
  • Opening date: 14/01/2019 05:00 AM AEST
  • Closing date: 24/02/2019 04:55 AM AEST
  • Applications close in: 2 days time

Jobs in digital

As we move towards our future as a tech co we need strategists, creatives, production teams and subject matter experts to help us digitse our operations. Sound like you?

Proud past, brilliant future

Telstra is Australia’s leading telecommunications and technology company, with a rich history spanning more than 110 years.
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