Territory Manager
As an Account Manager, you nurture the relationships we have built with our clients, supporting them to partner with Telstra to unlock their business and technology challenges. You thrive of growing these relationships and identifying new ways for Telstra to address their strategic needs. Your ability to listen to and deeply understand our customers, combined with your understanding of Telstra’s products and services, sees you deliver exceptional sales moments with our clients. In doing so you contribute to high-value, high-profit sales solutions that directly contribute to Telstra’s growth.
Job Description
About the team
Telstra Business is a growth engine for Telstra, focused on providing business customers of all sizes with industry-based services and solutions.
We meet a critical need in the market – combining connectivity infrastructure across the world with the leading technology solutions and expertise.
The role with us
As a Territory Manager in our Business group, you will make an important contribution in identifying new business opportunities for Telstra through managing relationships with customers and key decision makers of a defined territory portfolio. You will own the sales and profitability performance of the defined territory and apply your excellent listening and relationship-building skills to identify requirements and define solutions that deliver value to our business and our customers. Your ability to drive customer retention and identify new business opportunities sees you contribute to the strategic profitable growth of Telstra and deliver consistently positive customer experiences.
Key responsibilities include:
- Take accountability for the management of an assigned territory, owning the sales and profitability performance of this territory and leveraging sound interpersonal skills to nurture the customer relationship and contribute to strategic profitable growth.
- Take ownership to establish, maintain and execute your territory plan end to end, including an understanding of whitespace, sales strategy, and channel engagement.
- Develop and drive the partner engagement strategy by domain and geography, as well as pipeline cadence.
- Drive closed loop sales plays and white space campaigns together with Partners and Digital Sales.
- Lead Base-Management activity, including cadence with Partner & Digital Sales Base to create upsell/cross-sell opportunities for the territory.
- Develop and execute customer engagement and communication strategy for the territory.
- Lead Territory health check including account contact review and pipeline.
- Capture and maintain key contact information in Phoenix.
- Drive regular reporting to monitor portfolio performance against defined financial and customer targets (sales, revenue, profitability, NPS).
- Collaborate with peers, teams, and key stakeholders across Telstra (e.g. Digital Sales, Partner Channel, Commercial Steering) to build an understanding of customer needs and develop suitable sales solution recommendations.
- Participate in knowledge sharing initiatives (market insights, customer focused cross-functional collaboration) that contribute to the development of sales and market trend knowledge and support strategic customer conversations.
About you
- At least 3-5 years’ working experience in Sales, Customer-facing or Business-to-Business sales role. Experience working in technology or software industry is preferred.
- Experience in sales opportunity management.
- Exceptional skills in customer relationship management.
- Partner opportunity management experience.
- Strong experience in portfolio analysis and planning.
- Exceptional communication skills both verbal and written.
- Customer centricity and commercial acumen skills.
Thrive your way
If you're customer obsessed with a passion to innovate, succeed as part of a great team, and looking for the next step in your career, we'd welcome you to apply!
When you join our team, you become part of a welcoming and inclusive community where everyone is respected, valued and celebrated. We actively seek individuals from various backgrounds, ethnicities, genders and abilities because we know that diversity not only strengthens our team but also enriches our work. We have zero tolerance for harassment of any kind, and we prioritise creating a workplace culture where everyone is safe and can thrive.
We work flexibly at Telstra. Talk to us about what flexibility means to you. When you apply, you can share your pronouns and / or any reasonable adjustments needed to take part equitably during the recruitment process.
