Senior Acquisition Sales Specialist

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Job Description

The Senior Acquisition Sales Specialist – IoT Solutions (Government) is a high-impact, hunter-focused sales role responsible for driving profitable new business growth across Telstra’s IoT portfolio within Government. 

This role carries clear accountability for proactive pipeline generation, opportunity progression, and revenue outcomes. It is designed for a pure acquisition sales professional who thrives on prospecting, opening doors, creating demand, and closing complex deals. 

Success in this role requires a self-starting, results-driven sales professional who can hit the ground running, create momentum quickly, and take ownership of the full acquisition lifecycle. This is not an account maintenance role — it is a new business role requiring strong prospecting discipline, commercial sharpness, and adaptability in a rapidly evolving IoT and AI landscape. 

Key Responsibilities 

Sales & Pipeline Accountability 

Proactively build, manage, and convert a robust and sustainable Government IoT sales pipeline, with full accountability for opportunity creation, qualification, progression, forecast accuracy, and revenue delivery. Drive new logo and new revenue acquisition through structured, disciplined sales execution. 

New Business Development & Headhunting 

Identify, target, and penetrate priority Government agencies and stakeholders through structured prospecting, strategic outreach, and opportunity creation. Generate demand rather than relying solely on inbound or existing account relationships. 

Collaborative Account Execution 

Partner closely with Government BDMs and broader account teams to align on target accounts, opportunity strategy, and execution plans. While operating collaboratively, maintain clear personal accountability for acquisition outcomes and deal progression. 

Market & Opportunity Development 

Actively monitor Government funding programs, policy shifts, digital transformation initiatives, and competitor activity to uncover early-stage opportunities. Represent Telstra in relevant Government and industry forums to identify and shape emerging demand. 

Sales Discipline & Insight Contribution 

Maintain high standards of opportunity qualification, pipeline hygiene, CRM accuracy, and activity management. Contribute structured market intelligence, including insights into IoT and AI trends, to support product evolution and innovation. 

End-to-End Opportunity Management 

Lead the full sales lifecycle across complex IoT and AI-enabled opportunities, including prospecting, qualification, solution positioning, proposal development, commercial negotiation, and contract close, in line with Telstra sales governance and policies. 

Customer & Stakeholder Engagement 

Develop and maintain strong executive and operational stakeholder relationships within Government agencies. Demonstrate a strong understanding of agency objectives, procurement processes, compliance requirements, and budget cycles. 

Solution Development & Delivery 

Collaborate with internal product, technical, AI, network, and delivery teams to design integrated IoT solutions spanning connectivity, platforms, applications, managed services, and AI-driven capabilities that meet both customer and commercial objectives. 

Commercial & Financial Management 

Develop compelling business cases and proposals that clearly articulate value, business outcomes, ROI, and long-term strategic benefit. Negotiate commercial terms within approved frameworks, balancing margin, risk, and sustainable customer value. 

About You 

You are a proven acquisition sales professional with a strong hunter mentality and a demonstrated ability to win new business in enterprise and/or Government environments. You are commercially sharp, highly accountable, and motivated by measurable revenue outcomes. 

You are not seeking a junior development role or a purely strategic overlay position — you are a hands-on sales professional who enjoys prospecting, creating opportunity, and closing complex deals. 

You operate effectively as an individual contributor while working within collaborative sales structures. You understand shared accountability but take personal ownership of pipeline creation and deal momentum. 

You are adaptable, forward-thinking, and comfortable operating in an evolving technology landscape, particularly where IoT solutions intersect with AI-enabled capabilities such as analytics, automation, predictive insights, and intelligent platforms. 

You are confident navigating complex stakeholder environments and can translate customer needs, operational constraints, and digital transformation priorities into structured IoT and AI-aligned business outcomes. 

Key capabilities include: 

• Demonstrated success in pure acquisition (“hunter”) sales roles within ICT, telecommunications, IoT, or technology environments. 

• Proven ability to build and convert new business pipeline within long, complex, multi-stakeholder Government or enterprise sales cycles. 

• Strong understanding of Government procurement, governance, and budget processes. 

• High commercial and financial acumen, including business case development, ROI modelling, and value articulation. 

• Solid understanding of IoT connectivity and how platforms, applications, managed services, and AI capabilities combine to deliver end-to-end solutions. 

• Demonstrated ability to position data, automation, and AI-driven insights as part of broader digital transformation outcomes. 

• A resilient, results-focused mindset with the drive to prospect, challenge, and close. 

• Strong adaptability and learning agility in response to evolving technology, AI innovation, and market change. 

If you enjoy collaborating with diverse people, solving complex challenges and shaping strategy at scale, we’d love to hear from you!

Why Join Us

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. 

As part of the hiring process, all identified candidates will undergo a background check, and the results will play a role in the final decision regarding your application.

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.

As part of your application with Telstra, you may receive communications from us on +61 440 135 548 (for job applications in Australia) and +1 (623) 400-7726 (for job applications in the Philippines and India).