Employment Type
Permanent
Closing Date
10 Dec 2024 11:59pm
Job Title
Solution Sales Specialist
Job Summary
As a Solution Sales Specialist, you actively contribute to the development of comprehensive, tailored technology solutions for our customers. You proactively partner with the account team to develop and sell technology solutions that exceed customer expectations through your ability to provide insightful technical advice.
Your deep, technical understanding of Telstra’s products and services elevate you to deliver the best solutions for customers, and our business. Your exceptional collaborative skills and entrepreneurial spirit is how you bring this role to life, seeing you design solutions that actively contribute to the growth of Telstra’s revenue.
Job Description
What is the purpose of this role?
This role is first and foremost a customer facing technical solution design role, specialising in international Wide Area Networks (WAN) technologies for multi-national Enterprise customers.
The purpose of the role is to lead pre-sales technical consulting engagements to Telstra International’s external Enterprise customers and sales prospects.
The successful candidate will utilise their subject matter technical expertise in international WAN technologies and architectures, as well as their broad understanding of Enterprise 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 and Network Security Services portfolio to Enterprise 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, in order to help minimise delivery lead times, maximise customer satisfaction and foster a positive spirit of continual improvement.
Skills essential to this role
Technology Skill Set
- Experienced in designing, costing and documenting innovative and robust managed network service solutions using the following technologies.
- 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.
Advanced:
- Layer 1-3 Network transport technologies: OTN, Ethernet, IP (Internet & MPLS) etc
- Connectivity solutions to SaaS and Public Cloud Providers (notably Microsoft and AWS)
- Knowledge of sub-sea cable systems and their associated routes and characteristic
- Market Leading Network routing (including SD-WAN), switching and security (Firewalls and SSE) technologies.
Skilled:
- SASE Architectures and Unified Threat Management technologies (e.g. managed firewall, IPS/IDS, Secure Service Edge)
- Carrier grade Network to Network Interconnections (NNI) and IP Transit
- DDoS Mitigation technologies
- WAN Optimisation technologies
- Recovering from setbacks
- Demonstrating the ability to quickly recover from setbacks and applying mindset and behavioural agility to deliver business outcomes in a complex and ambiguous environment
Skilled
- Remains calm in adverse situations and develops options for next steps
- Bounces back from setbacks quickly and helps others to learn from and share their experiences
- Accommodates and responds to unforeseen change with enthusiasm
- Questions traditional way without concern for personal impact Commercial acumen
- Applying business and commercial fundamentals and success criteria to inform planning and decision making
Skilled
- Applies and disseminates quality information and data on the market and industry to stakeholders
- Links decisions to clear financial data, performance measures and business levers
- Identifies and acts on opportunities to improve sales, productivity and/or other key business enablers
- Delivering digital solutions
- Exploring, testing and implementing new and emerging technologies to digitise our processes, systems and customer experience
Advanced
- Confirms the feasibility of technologies against existing systems, processes and customer experiences before recommending them
- Recommends fit-for-purpose implementation approaches based on knowledge of available internal expertise
- Applies live feedback to improve performance and customer experiences
- Identifying technologies to curate products and solutions
- Creating business opportunities through the identification, validation and selection of technologies to curate and leverage
Skilled
- Identifies technology trends and assesses for impact
- Reviews competitor use of technology and experimentation results to propose fit-for-purpose customer/business solutions
- Delivers a clear vision and commercially viable business case to obtain investment for technologies/partners
- Investigating the needs of the end user
- Empathising with the customer to develop a deep understanding of their needs, behaviours and goals and synthesising research to generate insights and recommendations
Skilled
- Begins to build empathy with and an understanding of the customers needs
- Captures data on customer behaviours, context and challenges
- Derives meaningful insights on customer needs from data and complements this with external insight
- Builds customer models and maps experience over time and channel
- Assessing innovative ideas
- Assessing and promoting commercially viable ideas that aim to address our business’ key issues and opportunities
Developing
- Applies sound commercial assessments to new ideas using financial metrics to identify new ideas which represent a benefit to both our customers and business
- Promotes new ideas that are likely to succeed and rejects those likely to fail
- Influences key stakeholders to see the value of new ideas and secures funding and sponsorship
- Re-assesses new ideas against defined feasibility and viability criteria as new information comes to light
- Managing sales relationships
- Building new relationships with key customer targets and effectively manages these relationships to maximise opportunities
Skilled
- Nurtures key customers based on a deep understanding of their needs
- Deepens relationships with key customers and influencers to quicken decision making
- Anticipates customers future needs to address or prevent issues
- Maintains strong customer relationships by diffusing disagreements effectively
- Communicating with influence
- Effectively conveys messages using verbal and non-verbal communication to achieve desired outcomes
Developing
- Clearly conveys complex concepts/arguments to individuals and groups using facts to support claims
- Effectively tailors messages to different audiences in the moment, using verbal and non-verbal communication
- Asks probing questions to deepen understanding and facilitate discussion