About this role

This role involves the management of sales activity into a major accounts. The role holds accountability for the new sales elements of P&L of the account base including how budgets are aligned and used for resourcing to win new business with a high degree of autonomy with customer relationships whilst adhering to BT's codo of practice. 

BT Enterprise has around 1.2 million customers and serve over half the FTSE 350. Our customers range from  big household names, government departments and public service organisations right through to small businesses and new start-ups. We cover both the communications and IT services markets. Overall we’re focused on four main product markets: Fixed Voice; Mobility; Fibre and connectivity; networked IT services provided over the biggest UK network in both fixed and mobile communications.

Our Wholesale business helps communications providers (CPs) and other organisations provide fixed or mobile phone services. Our ventures provide mass-market services like directory enquiries and payphones, and enterprise services including BT Redcare. We also offer specialist enterprise services to our Internet of Things customers.

You'll have the following responsibilities

Proactively contributes to the Account Strategy function by supporting the Sales Director in the creation of the Account strategy and Account Development Plan for client (Account Development Plan – ADP)

Take responsibility for developing successful, sustainable and profitable long term relationship with customers within a complex hierarchy structure, to include responsibility for escalation management to appropriate level

Proactively develops a strong understanding of the customer’s requirements and transformational roadmap Ensure robust account development plans exist for each customer accurately portraying the competitive landscape and how BT is positioned within it.

Collaborates with Business Development to land key strategic opportunities

Creates industry level consortia to identify and solve medium to long term business problems

Drives customer satisfaction improvements to increase Net Promoter score within the account. Define, develop and own key customer relationships and customer contact strategy.

You'll have the following skills & experience

Skills Required

Commerical awareness: externally recognised expert within the company for the clients ICT needs and within the client base for the procurement options

Business acumen: demonstrable ability to Identify, Influence and deliver the sales strategy and the plan for the accounts in order to defend existing revenues and create the platform for incremental profitable revenue growth

Negotiation skills: possesses strong ability to reach win-win solutions. Successfully completes complex negotiations

Relationship and stakeholder management: possesses strong stakeholder management skills to effectively establish communication channels/techniques to influence the wider senior stakeholder team. Manages internal and external stakeholders

Experience you wyould be expected to have:

Likely to have a minimum of 3 years sales management experience in Telco or Technology sectors

Proven experience using extensive knowledge of BT Products and services (or understanding of Mobile, Fixed Voice, Cloud and data within the Telco or Technology sectors) to deliver commercially sound complex customer solutions/ managed services whilst maintaining a positive experience for customers

Proven personal sales experience in Telco or Technology sectors with proven credibility to operate with clients across within the transport sector.

Awareness of a range of selling techniques and a professionally recognised accreditation such as SPIN, NLP or similar

Proven experience creating a virtual team to deliver commercially sound complex customer solutions/ managed services whilst maintaining a positive experience for customers

Proven track record of sales and account development working with large Government customers

Benefits

At BT, we entertain, educate and empower millions of people every single day. We’re a brand built on connecting people – whether that’s friends, family, businesses or communities. Working here, you’ll receive an attractive salary and a range of competitive benefits, but – more than that – you’ll be joining an ambitious organisation with a culture of togetherness, collaboration and inclusivity, that takes a genuine and proactive interest in your progress and development. Benefits of working for BT include:

Competitive salary and on-target bonus plan

World-class training and development opportunities

25 days’ annual leave (not including bank holidays)

Discounted broadband, mobile and TV packages

Car allowance (dependent on your role)

Share option and pension scheme programmes

Automatic enrolment into our ‘Sales as Profession’ community

Flexible benefits to fit around you

About BT

BT has a key role in British society, fostering change and leading technology innovation. From delivering the Olympics, to supporting the emergency services, to investing more into research than any other UK technology company, we take pride in everything we do - and in the people who work here.

We're now a global company operating at the forefront of the information age, employing 90,000 people in 180 countries. And we're on a mission. Guided by our core values of Personal, Simple and Brilliant our goal is to help customers, communities and businesses overcome barriers and release their potential.

So, if you're interested in the power of potential, why not join us today and release yours? You can read more here about what it's like to work at BT

How to Apply

It's easy to apply online; you just need a copy of your up-to-date CV and to follow the step-by step process. Don't worry if you need to make changes - you'll have the opportunity to review and edit your work on the final page. We look forward to receiving your application!