Job Description
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- Job title Senior Sales & Business Development Engineer /n
- Location Australia; remote/hybrid with extensive APAC travel as required /n /n This role is accountable for building qualified pipeline and converting strategic opportunities by combining business development discipline, customer executive engagement, and solid 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. /n

Key responsibilities
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- Develop and execute territory and account plans with clear target accounts, opportunity themes, partner routes, pipeline targets, and measurable conversion milestones. /n
- Identify, qualify, and progress new business opportunities with telecom operators, ISPs, mobile operators, managed service providers, and selected enterprise customers. /n
- Lead customer discovery discussions to understand strategic priorities, commercial drivers, technology pain points, procurement processes, and executive decision criteria. /n
- 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. /n
- Translate business requirements into differentiated techno-commercial proposals, demonstrations, workshops, trials, and proof-of-concept plans. /n
- Support tender, RFx, and competitive bid responses by shaping win themes, commercial differentiation,



business value messaging, and partner participation. /n
- Build trusted relationships with customer business, technology, procurement, cybersecurity, product, and executive stakeholders. /n
- Develop and enable channel, reseller, integration, and technology partners through joint account planning, training, campaigns, and deal execution governance. /n
- Provide market feedback to Product and Marketing teams on regional buying trends, competitor activity, pricing pressure, regulatory drivers, and emerging use cases. /n /n /n
- 7+ years of experience in sales, business development or solution-led commercial roles selling to telecom operators, ISPs, mobile operators, or large enterprises. /n
- Demonstrated track record of creating pipelines, qualifying complex opportunities, navigating multi-stakeholder buying cycles, and closing strategic technology deals. /n
- Strong customer-facing skills with the ability to engage both executive and technical audiences and convert business pain points into compelling value propositions. /n
- Good understanding of telecom networks, IP networking, cybersecurity, Cloud Technology, Managed security services, and/or data traffic visibility solutions. /n




- Experience supporting RFx responses, commercial proposals, partner-led bids, business cases, and executive presentations. /n
- Excellent written and verbal communication skills, including clear proposal writing, storytelling, negotiation support, and executive-level presentation ability. /n
- Ability to work independently across time zones while operating as part of a distributed APAC sales, sales engineering, product, and delivery team. /n
- High ownership mindset with strong follow-through, forecasting discipline, stakeholder management, and ability to progress multiple opportunities in parallel. /n /n Preferred

qualifications:
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- Experience selling telecom security, DDoS mitigation, DNS security, anti-botnet, parental control, network analytics, DPI, policy control, or value-added service solutions. /n
- Existing relationships with telecom operators, ISPs, managed security providers, channel partners, or system integrators in Australia and broader APAC markets. /n
- Commercial understanding of SaaS, subscription, managed service, revenue-share, CapEx, and OpEx pricing models. /n
- Familiarity with competitive environments involving network security, visibility, and managed security vendors. /n
- Degrees in business, engineering, computer science, telecommunications, or equivalent practical experience; MBA or relevant commercial training is advantageous. /n
- Relevant technical certifications such as CCNP, security, cloud, or equivalent industry credentials are beneficial but not mandatory. /n

📌 Senior Sales Engineer (Melbourne)
🏢 Allot
📍 Melbourne