Remote Apac Telecom Security & Solutions Leader

Allot; Melbourne; Hybrid; AUD 140,000 - 190,000; Full time

Job summary

Allot is seeking a Senior Sales & Business Development Engineer in Australia to lead territory planning and pipeline development across APAC. You will engage telecom operators and enterprises, translating challenges into Allot value propositions and driving partner-enabled go-to-market motions.

You will shape techno-commercial proposals, run discovery discussions, and support RFx and bids while building strong executive relationships across regions. Travel across APAC is substantial.

Qualifications

• 7+ years in sales, BD or solution-led roles selling to operators or large enterprises.
• Proven pipeline creation, multi-stakeholder deals, and closing strategic technology deals.
• Strong ability to engage executives and technical audiences with value propositions.
• Solid understanding of telecom networks, cybersecurity, cloud, and DPI-led use cases.

Responsibilities

• Develop and execute territory and account plans with targets, partners, and milestones.
• Identify, qualify, and progress opportunities with operators, ISPs, mobile operators, MSPs and enterprises.
• Lead customer discovery to understand priorities, drivers, procurement, and decision criteria.
• Position Allot solutions in network intelligence, cybersecurity, DDoS protection, and policy enforcement.
• Translate requirements into techno-commercial proposals, demos, workshops, and PoCs.
• Support RFx responses and competitive bids with win themes and messaging.
• Build trusted relationships with business, technology, procurement, and executive stakeholders.
• Develop channel, reseller, integration, and partner enablement programs.

Skills

Territory planning

Executive engagement

Customer-facing communication

Telecom network knowledge

RFx & bids support

Opportunity qualification

Cross-time-zone collaboration

Storytelling & proposals

Education

Business/Engineering/CS degree

MBA advantageous

Telecom/Security/Networking background

Tools

CCNP certification

Job description

• Job title Senior Sales & Business Development Engineer


• Location Australia; remote/hybrid with extensive APAC travel as required

This role is accountable for building qualified pipeline and converting strategic opportunities by combining business development discipline, customer executive engagement, and strong understanding of telecom security, networking, cloud, and DPI-led use cases. The successful candidate will translate customer challenges into compelling Allot value propositions and partner-enabled go-to-market motions across APAC.

Key Responsibilities

• Develop and execute territory and account plans with clear target accounts, opportunity themes, partner routes, pipeline targets, and measurable conversion milestones.


• Identify, qualify, and progress new business opportunities with telecom operators, ISPs, mobile operators, managed service providers, and selected enterprise customers.


• Lead customer discovery discussions to understand strategic priorities, commercial drivers, technology pain points, procurement processes, and executive decision criteria.


• Position Allot and partner solutions in areas such as network intelligence, cybersecurity, DDoS protection, anti-botnet, parental control, consumer/SMB security, traffic visibility, policy enforcement, and value-added services.


• Translate business requirements into differentiated techno-commercial proposals, demonstrations, workshops, trials, and proof-of-concept plans.


• Support tender, RFx, and competitive bid responses by shaping win themes, commercial differentiation, business value messaging, and partner participation.


• Build trusted relationships with customer business, technology, procurement, cybersecurity, product, and executive stakeholders.


• Develop and enable channel, reseller, integration, and technology partners through joint account planning, training, campaigns, and deal execution governance.


• Provide market feedback to Product and Marketing teams on regional buying trends, competitor activity, pricing pressure, regulatory drivers, and emerging use cases.

Requirements:

• 7+ years of experience in sales, business development or solution-led commercial roles selling to telecom operators, ISPs, mobile operators, or large enterprises.


• Demonstrated track record of creating pipelines, qualifying complex opportunities, navigating multi-stakeholder buying cycles, and closing strategic technology deals.


• Strong customer-facing skills with the ability to engage both executive and technical audiences and convert business pain points into compelling value propositions.


• Good understanding of telecom networks, IP networking, cybersecurity, Cloud Technology, Managed security services, and/or data traffic visibility solutions.


• Experience supporting RFx responses, commercial proposals, partner-led bids, business cases, and executive presentations.


• Excellent written and verbal communication skills, including clear proposal writing, storytelling, negotiation support, and executive-level presentation ability.


• Ability to work independently across time zones while operating as part of a distributed APAC sales, sales engineering, product, and delivery team.


• High ownership mindset with strong follow-through, forecasting discipline, stakeholder management, and ability to progress multiple opportunities in parallel.

Preferred qualifications:

• Experience selling telecom security, DDoS mitigation, DNS security, anti-botnet, parental control, network analytics, DPI, policy control, or value-added service solutions.


• Existing relationships with telecom operators, ISPs, managed security providers, channel partners, or system integrators in Australia and broader APAC markets.


• Commercial understanding of SaaS, subscription, managed service, revenue-share, CapEx, and OpEx pricing models.


• Familiarity with competitive environments involving network security, visibility, and managed security vendors.


• Degrees in business, engineering, computer science, telecommunications, or equivalent practical experience; MBA or relevant commercial training is advantageous.


• Relevant technical certifications such as CCNP, security, cloud, or equivalent industry credentials are beneficial but not mandatory.