Executive Deal Lead

Optus; Sydney; On-site; AUD 180,000 - 280,000; Full time

Benefits offered by this job

Employee discounts

Parental leave

Optus U micro-credentials

Diversity networks

Counselling services

Job summary

Optus is seeking an Executive Deal Lead, Strategic Pursuits to drive major deals across Optus Business. You will lead cross-functional teams spanning Optus, Singtel, partners, and third parties to shape opportunities and win outcomes, focusing on CXO-level relationships and long-term growth.

You will develop deal strategies, manage sophisticated pursuits, and ensure disciplined governance from identification through closure, while delivering value across mobile, fixed, and ICT solutions.

Qualifications

• Extensive experience leading and closing complex ICT, telecommunications, and carriage deals in strategic sales or business development.
• Proven ability to develop executive-level relationships and long-term account strategies.
• Strong background in consultative selling, solution development, ROI-based business cases, and managing complex pursuits.

Responsibilities

• Lead complex strategic pursuits across Optus Business products and services.
• Build and expand executive-level customer relationships with CXO stakeholders.
• Develop deal strategies to maximise commercial outcomes across ICT, cloud, security, and connectivity.
• Lead cross-functional and partner teams to deliver pursuit and sales outcomes.
• Manage opportunity qualification, pursuit planning, and WinLab facilitation.
• Drive stakeholder alignment and ensure support for deal strategies and requirements.
• Maintain a strong pipeline of qualified opportunities through market engagement.
• Ensure accurate forecasting and timely management reporting.

Skills

Executive relationships

Strategic sales

Consultative selling

Negotiation

Market development

Job description

Every day, millions of Australians connect, work, stream, and stay in touch on the Optus network. When it works seamlessly, it's easy to take for granted. But behind it is a team making thousands of decisions every day - decisions that keep people, businesses and communities connected.

Right now, Optus is passionate about getting the fundamentals right - simplifying how we work, lifting standards, and building a more reliable, resilient experience for our customers. It's not about surface-level change. It's about how we make decisions, how we work together, and how we deliver.

The Executive Deal Lead, Strategic Pursuits is a national leadership role responsible for building Major’s Division pursuit capability while leading complex strategic sales opportunities, coordinating cross-functional and partner teams to drive qualification, opportunity planning, and winning outcomes across Optus Business products and services. The role focuses on developing senior CXO-level relationships, shaping growth strategies, and expanding Optus' market share across mobile, fixed, voice, and ICT solutions while supporting long-term vertical market growth and product development.

Your day to day will consist of

• Lead complex strategic pursuits and major deal opportunities, driving business development outcomes and achieving sales and order targets across Optus Business products and services.
• Build, maintain, and expand executive-level customer relationships, engaging CXO stakeholders to develop long-term partnerships and identify growth opportunities.
• Develop and execute deal strategies that maximise commercial outcomes, including increased scope, contract term, profitability, and market share across ICT, cloud, security, and connectivity solutions.
• Lead cross-functional and virtual teams across Optus, Singtel, partners, and third-party providers to deliver successful pursuit and sales outcomes.
• Manage opportunity qualification, pursuit planning, and WinLab facilitation, ensuring a disciplined and strategic approach to complex sales engagements.
• Drive stakeholder alignment through clear communication and engagement with internal and external parties, ensuring support for deal strategies and customer requirements.
• Maintain a strong pipeline of qualified opportunities through proactive sales activity, market engagement, and business development initiatives.
• Ensure accurate forecasting, reporting, and documentation by maintaining opportunity records, sales systems, and management reports in a timely and compliant manner.

What makes you perfect for the role

• Extensive experience (10+ years) leading and closing complex ICT, telecommunications, and carriage deals within a strategic sales or business development environment.
• Proven ability to develop executive-level relationships and long-term account strategies, driving large-scale customer growth and commercial outcomes.
• Strong background in consultative selling, solution development, ROI-based business cases, and management of complex sales pursuits from identification through to closure.
• Experience working with Department of Defence customers is highly regarded; ICT or telecommunications industry experience is essential.
• Demonstrated success in developing and executing strategic sales plans, navigating complex stakeholder environments, and influencing key decision-makers.
• Exceptional negotiation, communication, presentation, networking, and relationship management skills, with the ability to gain senior stakeholder support and drive customer satisfaction.
• Highly analytical, commercially astute, and results-driven, with strong planning, organisational, team collaboration, and problem-solving capabilities, coupled with a proactive and entrepreneurial mindset.

What's in it for you?

• Competitive remuneration and employee discounts. Make life easier (and more affordable) with $80 monthly credit and 25% off Optus products and unique shopping discounts with our retail partners.
• Competitive leave policies, including additional 'Connected' days to focus on culture, family, health, community, or whatever's important to you.
• We support growing families with inclusive, carer-neutral paid Parental Leave of up to 16 weeks.
• Direct your own development and build future-ready skills with Optus U's industry-focused micro-credentials, developed with La Trobe and Macquarie Universities.
• Build meaningful connections through employee-led networks and diversity initiatives including Culture Connect, Elevate Women, Disability Network and Express Yourself (LGBTQIA+).
• Put your wellbeing first with free access to counselling and support services, 24/7 — in-person, by phone, SMS, or video.

At Optus, we are strengthened by others and that means valuing diversity and saying ‘yes' to embracing individual differences. We are committed to ensuring that our application process provides an equal employment opportunity to all job seekers, including individuals from diverse gender, cultural and linguistic backgrounds, individuals with a disability, individuals identifying as being part of the LGBTQIA+ community, individuals who may have served in the armed forces or who identify as Aboriginal and/or Torres Strait Islander. We also want to do our best to make our recruitment process inclusive. If you require any adjustments or accessibility support to participate fairly and equitably in the recruitment process, please email [e-mail] or call 18170. We're here to help.

For more information on Diversity, Inclusion & Belonging at Optus, please visit https://www.optus.com.au/about/inclusion-diversity