Download SUCCESS PROFILE – TELSTRA BAND 1 or 2 INDIVIDUAL

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:
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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:
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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?
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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
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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?
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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
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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
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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
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Qualifications/experiences
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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
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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
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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