Job Summary
Focus of the Role
The Senior Solutions Sales Specialist will lead pre-sales technical consulting engagements to Telstra International’s external customers and sales prospects.
Telstra InfraCo - Digital Infrastructure Solutions provides Telstra's customers with a wide range of digital infrastructure solutions, including cloud computing, data center, and managed services.
The Senior Solutions Sales Specialist is a customer facing technical solution design role, specialising in international Wide Area Networks (WAN) technologies for multi-national Wholesale and Enterprise customers.
The successful candidate will utilise their subject matter technical expertise in international WAN technologies and architectures, as well as their broad understanding of IT technologies, to define customers’ functional and non-functional requirements, qualify fit to Telstra International global portfolio of capabilities and build compelling solutions in line with the customer’s financial and performance targets.
Key Accountabilities:
Evangelising Telstra International’s Data & IP and Managed Network Services portfolio to customers and supporting the sales team in qualifying new sales opportunities to ensure they are aligned to our portfolio’s technical sweet spot with a compelling sales message.
Being a trusted specialist advisor for pre-sales technical consulting and network solution design production; achieving the on-time delivery of stakeholder endorsed high-level technical solution designs in line with customer requirements, Telstra’s ability to deliver and support, and are within the agreed target budget.
Assisting the sales teams in identifying and managing the development and successful closure of new business opportunities. Including a consultative sales approach to create compelling solutions for customers and pitching them in a way that positions you as a trusted customer advisor.
Ensuring that any technical documentation and design diagrams produced to explain the solution are completed in a timely manner and are of a high quality, accurate and sufficiently detailed for the ordering, delivery and implementation teams to understand the solution, to ensure a smooth delivery.
Collaborating across multiple functions within Telstra International’s business, particularly our Customer Success and Network Engineering teams, to help minimise delivery lead times, maximise customer satisfaction and foster a positive spirit of continual improvement.
Working with Product Management and proposition development teams to support Sales Enablement sessions on Telstra’s Data and IP and Managed Network Services Product portfolio, including sharing details on new and emerging technologies and market trends
Make a strong contribution to sales and revenue growth through developing and maintaining a strong qualified pipeline of incremental opportunities in relation to Data and Strategic solutions sets, including developing customer technology strategies, technology roadmaps and business plans to support sales opportunity classification
Contributing to thought leadership through the development of client facing solution sales materials on key topics and contributing to the development of reusable intellectual property
Recognised as a technical sales expert and trusted technology advisor to key senior stakeholders (external and internal), producing deep technical and business insights that articulate how Telstra’s solutions (that consider partner’s, vendors and alliances) can be used to transform our customer’s business, and influence technology strategy.
Qualifications:
I. Experienced in designing, costing and documenting innovative and robust managed network service solutions using the following technologies:
Layer 1-3 Network transport technologies
OTN, Ethernet, IP (Internet & MPLS), China connectivity
Connectivity solutions to SaaS and Public Cloud Providers (notably Microsoft and AWS)
Connectivity solutions with SDN PaaS networks such as Digital Realty and Equinix Fabric
Knowledge of sub-sea cable systems and their associated routes and characteristics as well as data colocation requirements, characteristics and vendors
Market Leading Network routing (example, network design and routing protocols such as BGP
Internet Peering and Transit arrangements
Network routing and switching protocols and technologies, specifically Cisco network routing technology
Experience working with vendor technology, particularly with Ciena and Infinera. Experience with designing and deploying transmission networks
Proven expertise in core network engineering and transmission engineering, including design, implementation and optimization of high-capacity network infrastructure to ensure resilient, scalable and efficient connectivity
II. Highly proficient in the use of MS Office tools (Excel, Word, Powerpoint) and Visio as well as associated vendor tools (e.g. CCW) to effectively consolidate, document and communicate these solutions to the customer and internal stakeholders
III. Proven experience in pre-sales technical consulting and solution selling
IV. Ability to translate business needs into technical solutions
If you are looking to take the next step in your career, we want to hear from you!