Optus is an Australian telecommunications company, delivering more than 11 million services to our customers every day across mobile, broadband and digital solutions.
We are seeking a Senior Business Development Manager to drive growth across enterprise acquisition accounts, focusing on developing and closing large, complex sales opportunities. This role is responsible for identifying, shaping and executing high-value deals across Optus Enterprise products and services, with a focus on mobility, fixed, and ICT solutions.
Operating within a matrix sales environment, you will lead virtual deal teams across Optus and partner organisations, managing opportunities end-to-end from qualification through to closure. You will build and execute strategic account plans, lead pursuit strategies, and facilitate win labs to maximise outcomes across large-scale, multi-product deals.
You will act as the executive owner for major pursuits, developing strong relationships with CXO-level stakeholders and positioning Optus as a trusted partner. This role requires a highly commercial mindset, strong negotiation capability, and the ability to navigate complex organisational structures to deliver new revenue and increase market share.
Working across Tier 1 and Tier 2 enterprise customers, you will focus on Digital Core opportunities with large contract values and extended sales cycles. You will play a key role in driving acquisition, expanding share of wallet, and establishing long-term strategic partnerships.
What You'll Do
* Drive new business growth by developing and executing strategic sales plans across enterprise acquisition accounts and large-scale pursuits.
* Lead complex deal execution end-to-end, including opportunity qualification, strategy development, win labs, negotiation, and closure.
* Build and maintain executive-level relationships with CXO stakeholders, positioning Optus as a trusted advisor and strategic partner.
* Lead and coordinate virtual deal teams across internal functions and external partners to deliver customer-focused outcomes.
* Manage and maintain a strong pipeline, ensuring accurate forecasting, reporting, and alignment with sales targets and customer experience objectives.
* Develop tailored solutions and commercial strategies to increase market share across mobility, fixed, and ICT offerings.
What You Bring
* Extensive experience (10+ years) in enterprise sales, ideally within telecommunications, ICT, or complex solution-based environments.
* Proven track record of negotiating and closing large, complex deals, with strong commercial and strategic sales acumen.
* Strong relationship management skills, with the ability to engage and influence senior stakeholders at CXO level.
* Experience leading cross-functional or virtual teams to deliver successful customer outcomes in a matrix environment.
* Highly developed communication, negotiation, and presentation skills, with the ability to navigate complex organisational and stakeholder landscapes.
* Strong planning, analytical, and problem-solving capability, with a proactive and results-driven approach
The good stuff...
* 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.
* Flexible working arrangements with opportunities to work three days in the office, two days remote or home.
* Vibrant and collaborative office campus that includes cafes, convenience store, chill out zones, GP, post office, gym and on-site childcare centre.
* 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 AccessibleRecruitment@optus.com.au or call 1800 309 170.
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