Senior Sales & Business Development Engineer

Job Description

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• Job title Senior Sales & Business Development Engineer
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• Location Australia; remote/hybrid with extensive APAC travel as required
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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.

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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.
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• Identify, qualify, and progress new business opportunities with telecom operators, ISPs, mobile operators, managed service providers, and selected enterprise customers.
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• Lead customer discovery discussions to understand strategic priorities, commercial drivers, technology pain points, procurement processes, and executive decision criteria.
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• 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.
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• Translate business requirements into differentiated techno-commercial proposals, demonstrations, workshops, trials, and proof-of-concept plans.
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• Support tender, RFx, and competitive bid responses by shaping win themes, commercial differentiation, business value messaging, and partner participation.
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• Build trusted relationships with customer business, technology, procurement, cybersecurity, product, and executive stakeholders.
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• Develop and enable channel, reseller, integration, and technology partners through joint account planning, training, campaigns, and deal execution governance.
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• Provide market feedback to Product and Marketing teams on regional buying trends, competitor activity, pricing pressure, regulatory drivers, and emerging use cases.
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• 7+ years of experience in sales, business development or solution-led commercial roles selling to telecom operators, ISPs, mobile operators, or large enterprises.
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• Demonstrated track record of creating pipelines, qualifying complex opportunities, navigating multi-stakeholder buying cycles, and closing strategic technology deals.
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• Strong customer-facing skills with the ability to engage both executive and technical audiences and convert business pain points into compelling value propositions.
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• Good understanding of telecom networks, IP networking, cybersecurity, Cloud Technology, Managed security services, and/or data traffic visibility solutions.
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• Experience supporting RFx responses, commercial proposals, partner-led bids, business cases, and executive presentations.
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• Excellent written and verbal communication skills, including clear proposal writing, storytelling, negotiation support, and executive-level presentation ability.
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• Ability to work independently across time zones while operating as part of a distributed APAC sales, sales engineering, product, and delivery team.
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• High ownership mindset with strong follow-through, forecasting discipline, stakeholder management, and ability to progress multiple opportunities in parallel.
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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.
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• Existing relationships with telecom operators, ISPs, managed security providers, channel partners, or system integrators in Australia and broader APAC markets.
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• Commercial understanding of SaaS, subscription, managed service, revenue-share, CapEx, and OpEx pricing models.
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• Familiarity with competitive environments involving network security, visibility, and managed security vendors.
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• Degrees in business, engineering, computer science, telecommunications, or equivalent practical experience; MBA or relevant commercial training is advantageous.
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• Relevant technical certifications such as CCNP, security, cloud, or equivalent industry credentials are beneficial but not mandatory.
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