Senior Sales Engineer

Allot; City of Melbourne; Ibrido; AUD 180.000 - 260.000; Tempo pieno

Descrizione del lavoro

Allot in Australia seeks a Senior Sales & Business Development Engineer responsible for building pipeline across APAC, engaging telecom operators and large enterprises, and translating tech value into compelling propositions.

You will lead territory plans, drive RFx responses, and collaborate with product and marketing to shape go-to-market motions across the region. This role demands 7+ years in sales/BD, strong executive and technical communication, and willingness to travel extensively.

Competenze

• 7+ years in sales, business development or solution-led roles selling to telecom operators, ISPs, or large enterprises.
• Proven pipeline creation, qualification of complex opportunities, and closing strategic tech deals.
• Excellent written and verbal communication, able to engage executive and tech audiences.
• Experience with RFx responses, commercial proposals and partner-led bids.
• Ability to work across time zones within APAC and coordinate distributed teams.

Mansioni

• Develop territory and account plans with target accounts, milestones, and pipeline targets.
• Identify, qualify, and progress opportunities with operators, ISPs, MSPs, and large enterprises.
• Lead customer discovery to understand priorities, drivers, and decision criteria.
• Position Allot solutions in network intelligence, cybersecurity, DNS security, DPI, and value-added services.
• Translate requirements into techno-commercial proposals, demos, workshops, trials, and PoCs.
• Support tender responses by shaping win themes and pricing differentiation.
• Build relationships with business, technology, procurement, cybersecurity, product, and exec stakeholders.
• Develop channel, reseller, integration, and partner programs with joint planning and campaigns.
• Provide market feedback to Product and Marketing on trends and competition.

Conoscenze

Sales & Business Development

Customer-facing skills

Executive presentation

Negotiation

Forecasting

Stakeholder management

Time zone coordination

Ownership mindset

Formazione

Bachelor's degree or higher in business/engineering/CS/telecommunications

Strumenti

CCNP or security/cloud certifications

Descrizione del lavoro

• 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.

• 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.