JOB SUMMARY

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

We’re an iconic Aussie brand with a global footprint. Our purpose is to build a connected future so everyone can thrive. We’re all about providing the best experience and delivering the best tech on the best network.
This includes making Telstra the place you want to work.
For you, that means a having career that grows with you, and working with a team powered by human connection that prioritises well-being and choice.

MAKE A DIFFERENCE

We are seeking a highly experienced ICT Account Manager with proven success managing global technology accounts and deep working knowledge of Telstra International and InfraCo operations. The ideal candidate brings a rare combination of commercial acumen, technical understanding, and strategic relationships — particularly with global hyperscalers and Tech companies —that positions them as a unique asset to the Australian ICT labour market.
This role is especially suited for someone who has worked closely with these clients in Telstra’s enterprise environment and understands the complex delivery, commercial, and infrastructure landscapes both locally and regionally.

Experience

• 8+ years of experience at Telstra, including Inside Sales, Enterprise Support, and Account Management.
• Currently managing global hyperscaler or Tech accounts.
• Hands-on experience with Telstra International and InfraCo quoting, ordering, feasibility, and delivery processes
• Proven experience managing high-value enterprise clients in the ICT/telecom sector.
• Direct exposure to hyperscaler procurement practices and internal stakeholder engagement
• Familiarity with Telstra International and InfraCo products, commercial processes, and service delivery is preferre

Skills

• Strong communication and interpersonal skills with ability to build trusted relationships.
• Commercial acumen and negotiation skills.
• Strategic thinking, with a solution-selling mindset.
• Technical knowledge across areas like network infrastructure, cloud services, and enterprise security.
• Ability to manage competing priorities and deliver results under pressure

KEY RESPONSIBILITIES

This is how you’ll bring the purpose of your role to life.

Client Relationship Management

• Manage strategic relationships, specifically with hyperscalers Globally.
• Serve as the primary point of contact, ensuring customer satisfaction, retention, and long-term growth.
• Conduct regular business reviews, strategic planning sessions, and solution roadmapping with key stakeholders
• Support delivery assurance and alignment across multiple business units, including Telstra InfraCo, Telstra Broadcast System and Telstra International
• Technical relationship management including terrestrial and subsea networks.

Sales and Commercial Strategy

• Develop and execute account strategies to achieve revenue targets.
• Identify and pursue upselling and cross-selling opportunities across subsea, domestic, CLS, Managed subsea services and IP Transit.
• Lead the end-to-end sales cycle, including RFP responses, pricing, and contract negotiations.

Solution Development and Delivery

• Collaborate with Telstra product, commercial, and delivery teams to tailor solutions aligned with hyperscaler demands.
• Navigate and manage internal Telstra processes (e.g., InfraCo feasibility, special builds, capitalised works, complex orders).
• Proactively address challenges and unblock delivery delays across cross-functional teams.

Market and Industry Insight

• Stay current with industry trends (e.g., submarine cables capacity)
• Understanding of Australian terrestrial network – Telstra and the market.
• Provide clients with proactive insights and updates on technology innovations and best practices.
• Represent the company at industry events, conferences, and customer engagements.

Internal Collaboration & Reporting

• Work closely with internal teams including Service Delivery, Product, Finance, and Operations.
• Maintain accurate records in CRM tools (e.g., Salesforce) including forecasting, pipeline management, and activity logging.
• Access to our portals and tools for ongoing reporting.
• Provide regular performance reports to management and support strategic planning.

TO BE SUCCESSFUL IN THE ROLE, YOU’LL BRING SKILLS AND EXPERIENCE IN:

Experience

• 8+ years of experience at Telstra, including Inside Sales, Enterprise Support, and Account Management.
• Currently managing global hyperscaler or Tech accounts.
• Hands-on experience with Telstra International and InfraCo quoting, ordering, feasibility, and delivery processes
• Proven experience managing high-value enterprise clients in the ICT/telecom sector.
• Direct exposure to hyperscaler procurement practices and internal stakeholder engagement
• Familiarity with Telstra International and InfraCo products, commercial processes, and service delivery is preferred

Skills

• Strong communication and interpersonal skills with ability to build trusted relationships.
• Commercial acumen and negotiation skills.
• Strategic thinking, with a solution-selling mindset.
• Technical knowledge across areas like network infrastructure, cloud services, and enterprise security.
• Ability to manage competing priorities and deliver results under pressure.

Desirable Attributes:

• Understanding of Telstra’s international cable assets, infrastructure services, and internal processes (quoting, ordering, service assurance) is an advantage
• Strong understanding of hyperscaler needs across submarine cable systems, cloud interconnects, and enterprise networking.
• Experience working with hyperscalers and Tech particularly within the Sydney ecosystem
• Familiarity with the Australian regulatory and ICT market landscape.
• Exposure to carrier-neutral infrastructure and data centre environments.
• Strong initiative and ability to operate independently or in team settings
• Established network within cloud and tech stakeholders in ANZ region, especially across hyperscaler procurement, infrastructure, and connectivity teams
• Deep familiarity with Telstra’s enterprise systems and workflows (e.g., Salesforce, T-Quotes, InfraCo Orders).
• Demonstrated ability to support clients across geographies, working with stakeholders in APAC, EMEA, and the U.S.
• Strong interpersonal skills with an ability to influence and communicate at all levels

If you are passionate to succeed as part of an agile and experienced team, we welcome you to apply!-
We encourage applications from people of all abilities and backgrounds - including Aboriginal and Torres Strait Islander peoples, the LGBQTI+ community, linguistically diverse, and people living with disability. When you apply, you can choose to note the pronouns you use and /or any reasonable adjustments needed to take part equitably during the interview process. Visit
www.telstra.com.au/careers/diversity-and-inclusion or email us at DisabilityandAccessibility@team.telstra.com noting your preferred method of contact
Recruitment Start Date:24/07//2025
Recruitment End Date: 21/08/2025
Remuneration Range: AUD $108,320 - $162,48