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Who Are We?
Telana are experts in applied innovation, focused on delivering business outcomes through AI, data, software development, and cloud engineering expertise. Formed by the combination of Ancoris and Sundown Solutions, we are a top-tier partner for both Microsoft and Google Cloud.
As an accredited Azure Expert MSP provider, we partner with some of the world’s leading brands and government organisations, helping them:
- Modernise their solutions
- Drive efficiency
- Enable growth
Our Managed Services team is the cornerstone of our client relationships, ensuring their foundational cloud platforms are performant, optimised, and secure.
About the Role
The New Business Sales Representative is a "hunter" role, solely responsible for driving market growth by identifying, developing, and closing new logo accounts that fit Telana's Ideal Customer Profile (ICP). This position requires:
- A self-motivated and tenacious individual
- A proven track record of generating pipeline and closing complex, multi-stakeholder B2B sales
Responsibilities
- New Business Development:
- Proactively identify new logo accounts that meet Telana's Ideal Customer Profile (ICP)
- Targeted Outreach:
- Develop and execute campaigns to engage business, technical, and financial stakeholders within ICP accounts
- Pipeline Generation:
- Identify, qualify, and manage new opportunities, ensuring a robust sales pipeline
- Sales Process Management:
- Manage the end-to-end sales cycle (engagement, discovery, negotiation, and deal closure)
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- Methodological Rigour:
- Qualify and manage opportunities using the MEDDIC sales methodology
- Ensure a disciplined, data-driven approach
- CRM & Forecasting:
- Maintain Salesforce CRM with accurate activity, account information, and pipeline staging
- Provide clear, timely sales forecasts to leadership
- Internal Collaboration:
- Communicate effectively across teams to support sales efforts and enhance customer experience
- Feedback Loop:
- Share customer and market insights to improve product/service delivery
- Marketing Support:
- Assist in lead generation where required
Requirements
Experience & Skills
- Proven Success: Track record in technology sales, particularly in new logo acquisition and pipeline growth
- Consultative Selling: Multi-stakeholder B2B sales experience
- Strategic Acumen: in-depth business and financial acumen to identify pain points and quantify impact
- Communication: Exceptional verbal and written communication skills, stakeholder-adaptable
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Mindset & Drive
- Diligence: Self-motivated, goal-driven, and tenacious in pursuit of targets
- Negotiation: Strong negotiation skills, pressure resilience, and ability to meet critical deadlines
- Details & Organisation: High attention to detail, effective problem-solving, disciplined organisation
Willingness to Contribute
- Proactive cultural engagement beyond core responsibilities
- Willingness to travel as required
What We Offer
Culture & Environment
- Collaborative, skilled, and supportive team
- Flexible work model with a healthy work-life balance
- Environment that fosters long-term professional growth
Benefits
- Comprehensive private medical insurance
- Employee assistance programmes
- Group life and income protection
- Access to a market-leading benefits platform
Learning & Development
- Full support for role-based certifications
Values
- Diversity-driven culture – Inclusive, innovative, and customer-centric
- Family-friendly policies for sustainable work-life balance
- Flexible working options (where permitted)
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