Overview

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, drive efficiency, and grow. Our Managed Services team is the cornerstone of our client relationships, ensuring their foundational cloud platforms are performant, optimised, and secure.

What will your role be?

The Senior Account Director is a strategic leader responsible for the retention and accelerated growth of a named set of strategic accounts or a designated territory. This role centers on becoming a trusted advisor to key client stakeholders, maximizing customer lifetime value, and identifying opportunities for expansion within the existing client base. While the primary focus is on current client success, the Account Director will also undertake new business development on a limited, strategic scale, primarily through client referrals and targeted whitespace accounts. This position requires a self-motivated and strategically-minded individual with a proven track record in consultative account management and complex B2B sales.

What will you be doing?

• Account Growth & Retention: Own the budget for a named set of accounts, driving annual retention and identifying, qualifying, and closing expansion opportunities to accelerate client growth.
• Strategic Account Planning: Develop and execute comprehensive strategic account plans, acting as the primary point of contact and trusted advisor to senior business, technical, and financial stakeholders within the client organisation.
• New Business Development: Undertake limited new business development by leveraging existing client relationships for strategic referrals and engaging with highly targeted new logo accounts that fit Telana's Ideal Customer Profile (ICP).
• Sales Process Management: Manage the end-to-end sales cycle for expansion and new business opportunities, from strategic engagement and discovery to negotiation and deal closure.
• Methodological Rigor: Qualify and manage all opportunities using the MEDDIC sales methodology, ensuring a disciplined and data-driven approach to every deal.
• CRM and Forecasting: Ensure all activity, account information, and pipeline stages are accurately logged and maintained in the company's Salesforce CRM system. Provide accurate and timely sales forecasts to leadership.
• Internal Collaboration: Ensure effective internal communication across the company to support client success and enhance the overall customer experience.
• Feedback Loop: Provide customer and market feedback to internal teams to enhance product functioning and service delivery.

This may be you

• Proven Experience: A track record of success in technology sales and strategic account management, with a specific focus on client retention, account growth, and pipeline generation.
• Consultative Selling: Demonstrated ability to manage complex, multi-stakeholder B2B sales and long-term client relationships.
• Strategic Acumen: Strong business and financial acumen, with the ability to identify pain and quantify its business impact.
• Communication Skills: Excellent verbal and written communication skills, with the ability to communicate across different stakeholders effectively.
• Diligence and Tenacity: Self-motivated and tenacious, with a relentless drive to meet or exceed sales targets.
• Negotiation Skills: Strong negotiation skills and the ability to work under pressure and meet deadlines.
• Organisational Skills: Effective problem-solving and organization skills, with a high degree of attention to detail.
• Willingness to Contribute: A willingness to contribute to the business and our culture more broadly than just this role.
• Travel: Willingness to travel as required.

What we offer you

• You will be a part of a skilled, inspiring, and supportive team, and work in an environment that encourages long term personal growth.
• Flexible, and trust-based work environment with a healthy work life balance.
• Our people come first. That’s why you’ll have access to private medical insurance, employee assistance programmes, group life assurance, income protection and access to a market leading benefits platform.
• Learning & development. We will support you in your growth journey and cover the costs of your role-based certifications.
• We have first hand experience that diversity encourages creativity and innovation and makes us better placed to understand a wider range of customers' needs. This means that whatever your background, you won’t find a more welcoming place to work.
• We have family friendly policies and encourage a work-life balance, including flexible working options in roles which permit it.

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