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SUCCESS PROFILE – TELSTRA BAND 1 or 2 INDIVIDUAL CONTRIBUTOR Business Unit GES A Band 2 Work Code Xx People Mgr/Ind Contrib IC Direct Expense n/a Generic Role Title Business Development Executive CAPEX n/a Market Role Title Business Development Executive Direct People Accountability No Reporting To GM Business Development Indirect People Accountability Yes Key Projects Xx Employment Instrument CLC Location(s) Melbourne/Sydney Role Context Mission What is the goal or purpose of the role? The role of the BDE is to identify, define and qualify opportunities that align with the Telstra Enterprise strategy by: Focusing with an Industry lens. Delivering deep market insights, with a market-led approach. Driving pipeline growth in complex, multi-domain solutions. Partnering with our customers at the C-suite. The BDE is assigned to industry verticals based on those that have a clear need for business development and the implementation of Telstra’s industry strategies. Business development is focused on multi-domain strategic opportunities that are innovative and market defining. The role of the BDE complements, while clearly differentiated from, the role of the Account Executive who is the custodian of the relationship between Telstra and the client, and is responsible for the day to day management of account revenues, sales and NPS. The BDE takes a macro view of the entire Industry and proactively pursues opportunities within individual accounts, leveraging the insights from those accounts across the industry vertical. This macro view also enables the BDE to apply solutions across the vertical to drive pipeline growth. The BDE is responsible for identifying, defining and qualifying multi-channel opportunities through: Engaging with CXO level clients regarding their business strategy Contributing to account plans Identifying innovative business development opportunities that deliver pipeline growth Developing and maintaining deep customer discovery and insights Creating bid opportunities that meet Sector/Customer needs Participating in opportunity planning opportunity planning Working closely with Account Executives to leverage account knowledge and insights Contributing to industry product development Fostering existing vendor partnerships and seeking opportunities to create new partnerships to deliver pipeline growth and customer outcomes Delivering NAS growth creating opportunities for global services SUCCESS PROFILE – TELSTRA BAND 1 or 2 INDIVIDUAL CONTRIBUTOR The BDE also plays a critical role in having responsibility for management of the industry sub-segments (Sales Performance Units) for the purpose of meeting the market share and revenue growth objectives set over 1-3 year period and also driving pipeline, sales and revenue uplift in the financial year • Responsible for developing and executing strategy for the sales performance units • Ability to share vision for the sales performance unit and the potential opportunity with clearly outlined value proposition and win themes • Develop an intimate knowledge of the Sales performance units (industry subsegments) and the individual customers within • Drive the coordination of activities and resources to optimise the opportunities across the go-to-market streams e.g. product, industries, sales • Execute campaigns directly with sales teams and customers • Accountable for meeting progression agreements e.g. Sales Efficiency, Revenue Growth %, Cross-Sell. Strategic Alignment How does the purpose or outcomes of the role contribute to achieving business strategy? Outcomes What are the observable/measurable results or business impacts of successfully achieving the mission? 1. 2. 3. 4. 5. 6. Achievement of industry vertical sales targets Achievement of customer satisfaction target (CVA or NPS) Qualified pipeline coverage across the NAS portfolio Portfolio Sales Plan – quality assured, reviewed and presented Creation of new markets that drive new sales and revenue Creation of new products that drive new sales and revenue Growth of pipeline and increased multi-channel opportunities that drive GES strategy. Specifically, this will be measured through Winback, Innovation, strategy development, partnerships and transformation metrics based on Sales targets for Industry Vertical or Accounts and via MBOs) Embed Demand Creation sales methodology levering industry insights, thought leadership Lead a client-focused consultative sales dialog to influence customer thinking, uncover business issues in targeted segments (patches) to then collaborate and develop solutions with customers (co-create model) Target, develop and leverage more influential client relationships and new decision makers beyond IT. Segment clients based on key functions and business units to better understand buying needs Craft compelling value messages that translate Telstra’s capabilities and solutions into meaningful value propositions for customers which demonstrate how we can drive revenue growth and ROI for customers Execute a Go-to-Market Strategy and activities through Intensive learning campaigns to improve quality and volume of qualified pipeline Create a new revenue funnel against Industry profit pool to better achieve the practice revenue goals Key Stakeholder Relationships Internal What internal stakeholder relationships would someone in this role need to build and manage in order to achieve the outcomes of the role? Drive outcomes through collaboration with Account Executives and GM Sales Managers. Align with Industry Executives to identify opportunities SUCCESS PROFILE – TELSTRA BAND 1 or 2 INDIVIDUAL CONTRIBUTOR External What external stakeholder relationships would someone in this role need to build and manage in order to achieve the outcomes of the role? Industry groups and specialist groups, market insights contacts and key clients within market Key Accountabilities What are the key responsibilities and job tasks for this role? To lead demand creation and pipeline build across an industry vertical to ensure sufficient qualified pipeline pipeline coverage to achieve sales targets. Utilise a combination of deep industry expertise and excellent consultative selling skills to identify and qualify opportunities across customers within an industry vertical. Input into the Industry Vertical sales plan to achieve sales target. Work closely and proactively with customers to drive qualified opportunities into the pipeline. Inject customer and industry knowledge and insights to create ‘higher value-expanded scope’ opportunities and/or revenue growth. Enables the execution of broader industry propositions and supporting our customers in new collaborative business models. Work collaboratively with the Account Executive and Opportunity Owner in identify, defining and qualifying opportunities that are of Multi-channel opportunities Core Capabilities / Technical Skills Leverages internal and external Market Insights Creates Customer Value Marshals Resources Applies Commercial Judgement Shows Resilience and Flexibility Demonstrates leadership in cultural change management Applies business acumen in client engagement Facilitates Industry workshops Applies industry knowledge Core Selling Skills Presentation skills Negotiation Skills Demonstrate to clients industry value propositions Applications of sales methodologies e.g. Revenue Storm Pursuit Technical Descriptors Account or Territory Planning – Advanced Industry Insight – Advanced Large deal planning – Advanced Opportunity identification – Advanced Solution Development – Strong NAS and Managed Service Knowledge – Advanced Competition Insight – Strong Delivery & Service Management – Strong People/Team Management – Advanced Legal, Regulatory and Contracting – Strong Business Case Development and Approval – Strong Financial and Commercial – Advanced - Qualifications/experiences o o o Undergraduate degree in an ICT or Engineering discipline Extensive knowledge of the Industry Vertical (desired) Demonstrable experience in Sales/Product/Services development and management SUCCESS PROFILE – TELSTRA BAND 1 or 2 INDIVIDUAL CONTRIBUTOR o o Significant experience leading cross-functional teams via direct and indirect sales channels 10 years + experience in senior leadership roles within the ICT industry Potential barriers to success Non-Strategic Low market insight Low collaboration Feeder Roles Which roles are likely to lead to this position? Account Executive, Sales Management , Sales Specialists and Deal Leads Potential Career Pathway (Potential progression roles within Telstra) Suggested Development Experiences What are the possible roles for progression? E.g. International Experience Sales Manager General Manager Director Global Experience Extensive ICT experience Personal Leadership Results Leadership Strategic Leadership Customer Focus SUCCESS PROFILE – TELSTRA BAND 1 or 2 INDIVIDUAL CONTRIBUTOR Leadership Capabilities Descriptors Customer Focus Puts self in customer shoes and acts with customer in mind Invests time in building trusted relationships with the customer Collaborates within and outside own area to benefit the customer Encourages the broader team to place the customer first Takes concrete step to add value to the customer Thinks through the impact of industry and environmental trends on the customers Identifies where gaps in the market represent opportunities Drive Strategy & Innovation Demonstrates insight into external industry and technology developments Knows main competitors, Telstra's position and key points of differentiation Encourages people to pursue creative ideas and take calculated risks Encourages people to simplify unnecessary complexity Demonstrates awareness of current market trends Carefully plans and implements varied tactics to gain others’ support and buy-in Build Engagement & Understanding Engages people around the future direction in clear and simple terms Helps people see how their work connects to the broader vision Role models resilience through change Acknowledges that change is challenging and supports people to be resilient Collaborate & Connect Role models a supportive and empathetic approach to working together Draws on trusted relationships and networks across the business Seeks to understand others' contrasting perspectives in order to overcome resistance and find common ground Works through formal and informal channels to achieve outcomes Translate Strategy into Action Motivates people to deliver outstanding and sustainable results that support the strategic priorities Solves complex problems Anticipates roadblocks and removes them in advance Is able to change direction quickly when required Is comfortable with ambiguity; can quickly decide the pathway forward for self and others Identifies and evaluates opportunities within own business area by focusing on the bottom line; makes appropriate recommendations in connection with delivery of long-term, sustained performance Develop Self Awareness & Leadership Authenticity Demonstrates authenticity and sincerity when interacting with others Comfortable discussing own strengths and development areas Proactively seeks positive and constructive feedback and makes changes based on feedback Flexes behaviour to work effectively with different people and situations Demonstrates resilience and communicates confidence in achieving a positive outcome during challenging situations Develop Talent & Capability Knows people's motivators and aspirations Empowers people to continually develop their capability and confidence Provides encouragement and support to build people's confidence and capability Actively builds organisational capability by educating others around own knowledge and expertise Champions the benefits of diverse teams Makes objective and accurate assessments of individuals’ strengths and weaknesses for developmental purposes Is sensitive to underlying problems and issues and why people act or behave the way they do SUCCESS PROFILE – TELSTRA BAND 1 or 2 INDIVIDUAL CONTRIBUTOR Advocacy And Values Advocacy Take Ownership, Action Commitments, Get it Right First Time I Always Listen, I Simplify, I Anticipate What You Want, I Adapt To Your Needs Values Better Together, Find Your Courage, Make the Complex Simple, Show You Care, Trust Each other to Deliver