Job Summary
Focus of the role
The Head of Strategic Channel Sales is responsible for building a robust channel sales model and coaching direct sales into the Strategic Carrier global market. This role is accountable for revenue and GCM growth, new logo acquisition, and delivering strong NPS and EES performance.
About Telstra & Telstra International
Telstra is Australia's leading telecommunications and technology company, providing a comprehensive range of services and competing in all telecommunications markets. Telstra's heritage is proudly Australian, but we have a longstanding international business. Telstra International (TI) is the international division of Telstra, operating across four regions: EMEA, North Asia, South Asia, and the Americas with teams across 20 countries outside Australia. Telstra International has two primary customer segments: Wholesale and Enterprise.
The Wholesale business focuses on serving regionally headquartered telecommunications operators and satellite providers and owning the relationship with regional governments. Over several decades we have established the largest wholly owned subsea cable network in the Asia-Pacific, with a unique and diverse set of infrastructures that offers access to the most intra-Asia lit capacity. Our subsea cable network, with licenses in Asia, Europe, and the Americas, and access to more than 2,000 Points of Presence (PoPs) in more than 200 countries and territories globally. We service thousands of business, government, carrier, and Over The Top (OTT) customers.
The Enterprise business brings innovative technology solutions, including data and IP networks, and network application services such as managed networks, cyber, unified communications, cloud, industry solutions, integrated software applications and services, and network-as-a-service to a range of corporates, medium businesses and governments. While we operate across sectors for our customers we have specific domain expertise across financial services and the broadcast sector.
What You’ll Do
Reporting to the Global Wholesale Managing Director, you’ll be strategic about developing better routes to market and by designing our channel to market model. This isn’t your typical Sales leader role. You’ll interface with our commercial and marketing teams about how we interact with our partners.
Key responsibilities will be:
Developing and executing a global strategic channel sales model
Coaching and leading a high-performing direct sales team
Driving consultative sales methodologies to create customer value
Managing internal stakeholders to support sales excellence and transformation
Delivering consistent overachievement of revenue targets and multi-million dollar deals
Aligning with Telstra’s values: Work as One, Look Beyond, and Champion Customer Outcomes
About you
To be successful in this role, you’ll bring:
Strong experience managing global teams within telecommunications, digital infrastructure or technology businesses
Demonstrated success in subsea and digital infrastructure sales
Strong people leadership with a coaching and development style
Proven ability to drive strategic and tactical customer outcomes
Strong commercial acumen
Experience designing and executing channel strategy that drives revenue and market share
Ability to influence and engage with a wide variety of stakeholders both internally and externally
Commitment to partner enablement, training, and long-term relationship building
What We Offer
We offer a range of great benefits, including:
Flexibility and work life balance
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
This position is based in San Francisco, and not eligible for remote working outside California.
Salary range: 250,000 – 300,000 USD + Eligible to receive 50% at-risk component
Telstra Inc is Great Place To Work® certified
At Telstra, we’ve created an inclusive environment where talented people with a broad range of skills, experiences, beliefs, and backgrounds can all thrive together. Telstra Incorporated is an equal employment opportunity employer and does not discriminate on the basis of disability, veteran status or any other basis protected under federal, state or local laws.
Interested? Apply now!
If this opportunity sounds like a perfect fit for you, we'd encourage you to apply!