Job title Senior Sales & Business Development EngineerLocation Australia; remote/hybrid with extensive APAC travel as requiredThis 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 responsibilitiesDevelop 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.An empty job that is used for creating requisitions 'from scratch'
