Enterprise Account Director - Telco

Halcyon Knights; Sydney; On-site; AUD 180,000 - 230,000; Full time

Job summary

Halcyon Knights in Sydney is seeking a senior commercial leader to own the growth and expansion of the Telstra account. You will uncover opportunities, expand adoption and shape the commercial strategy needed to turn a major customer into a long-term growth engine.

You will work with product, engineering and GTM teams to translate customer priorities into actionable outcomes, navigate complex enterprise procurement, and build executive relationships across technology and business units to

Qualifications

• Demonstrated recent track record of owning relationships and growing revenue within Telstra and/or other large Telecommunications companies.
• Strong enterprise sales experience with the ability to navigate large organisations and build relationships across multiple levels and functions.
• Experience selling complex software solutions with long sales cycles.
• Exceptional account-mapping, discovery and opportunity-development skills.
• Experience preferably engaging deeply with AI and technology leaders.
• Proven ability to work effectively with C-suite executives and senior technology leaders while also engaging deeply with technical teams.
• Highly autonomous, commercially driven and persistent — you take ownership of outcomes and do whatever is required to create momentum.
• A strong bias toward action, experimentation and measurable results.

Responsibilities

• Own revenue growth strategy for the Telstra account, with clear responsibility for expansion, pipeline and commercial outcomes.
• Map the account in depth to identify whitespace across teams, business units, technology functions and use cases.
• Build and execute account plans that turn identified opportunities into qualified pipeline, deployments and revenue.
• Develop relationships across the organisation, from C-suite and senior technology executives to engineering, AI, procurement, legal and operational stakeholders.
• Uncover new problems and use cases where the technology can create significant value, and develop compelling commercial propositions around them.
• Navigate complex enterprise buying processes and orchestrate multiple stakeholders through evaluation, procurement, security, legal and commercial negotiations.
• Create and maintain a strong network of executive-level relationships, becoming a trusted partner rather than simply a vendor.
• Partner closely with product and engineering to translate customer needs, technical challenges and emerging use cases into actionable product feedback.
• Develop a deep understanding of the customer’s technology strategy, transformation priorities and organisational structure to anticipate where future opportunities will emerge.

Job description

We’re working with a fast-growing technology company at the forefront of applying AI to complex, real-world business operations. Its platform combines advanced AI capabilities with enterprise software to help organisations make faster, smarter decisions, automate complex workflows and improve how critical operations are managed at scale. With a strong product, expanding enterprise footprint and ambitious plans for the future, this is an opportunity to help shape the commercial growth of a business operating at the intersection of AI, enterprise technology and industry transformation.

In this newly created role, you will own the growth and expansion of the Telstra account. Your role will be to uncover new revenue opportunities, expand adoption and build the relationships and commercial strategy needed to turn a significant customer into a long-term growth engine.

You will operate as the commercial owner of a complex, high-value enterprise relationship — identifying untapped teams, use cases and business problems; building relationships with senior technology and business leaders; and converting those opportunities into meaningful revenue growth.

You’ll work closely with product, engineering and go-to-market teams to understand the customer’s priorities, remove barriers to adoption, develop new use cases and feed market intelligence back into the organisation. You’ll have significant autonomy and will be expected to bring the creativity, commercial judgement and persistence required to grow a strategic account.

You Will

• Own the revenue growth strategy with clear responsibility for expansion, pipeline and commercial outcomes.
• Map the account in depth to identify whitespace across teams, business units, technology functions and use cases.
• Build and execute account plans that turn identified opportunities into qualified pipeline, deployments and revenue.
• Develop relationships across the organisation, from C-suite and senior technology executives to engineering, AI, procurement, legal and operational stakeholders.
• Uncover new problems and use cases where the technology can create significant value, and develop compelling commercial propositions around them.
• Navigate complex enterprise buying processes and orchestrate multiple stakeholders through evaluation, procurement, security, legal and commercial negotiations.
• Create and maintain a strong network of executive-level relationships, becoming a trusted partner rather than simply a vendor.
• Partner closely with product and engineering to translate customer needs, technical challenges and emerging use cases into actionable product feedback.
• Develop a deep understanding of the customer’s technology strategy, transformation priorities and organisational structure to anticipate where future opportunities will emerge.

Requirements

• Demonstrated recent track record of owning relationships growing revenue within Telstra and/or other large Telecommunications companies, particularly through expansion and identification of new use cases. This is a must.
• Strong enterprise sales experience with the ability to navigate large organisations and build relationships across multiple levels and functions.
• Experience selling complex software solutions with long sales cycles.
• Exceptional account-mapping, discovery and opportunity-development skills — you naturally look for the next team, use case, stakeholder or business problem that can drive growth.
• Experience preferably engaging deeply with AI and technology leaders.
• Proven ability to work effectively with C-suite executives and senior technology leaders while also engaging deeply with technical teams.
• Highly autonomous, commercially driven and persistent — you take ownership of outcomes and do whatever is required to create momentum.
• A strong bias toward action, experimentation and measurable results.