Our mission is to break down the barriers of today to release the potential of tomorrow. Join us today and release yours.

There are two things that we want to share with anyone considering joining us.

Firstly, we’ve got big ambitions for our colleagues and the future of the organisation. These include our vision that inclusion and accessibility drive every conversation we have and every decision we make. We want our workforce to fully represent the communities and customers we serve, because a diverse business is a better business. We value every colleague, their diversity and the contribution that they make. When we say you’re welcome at BT, we really mean it.

Secondly, the one thing the pandemic has taught us is that a lot of current and future colleagues, where and when possible, want to embrace hybrid working. Therefore, we are introducing smart working at BT. Smart working means having the flexibility to choose, as a team, how and where you work depending on your team’s deliverables and needs; when you are at your shared core location to connect with others and when not. It may not be for every role, and, as part of the recruitment process, you’ll have the chance to discuss smart working and how it might work for the job you are applying for.

About this role

Small and Medium Enterprises (SME) is a key sales channel for BT, contributing £1.7bn revenue and £0.8bn EBIT per year, and serving 1m+ SME customers in the UK.  It’s an exciting period of growth for SME, and as we embed our new Enterprise model to achieve that growth, this role will support the delivery of our ambitious transformation plans and goals. 

In a highly competitive market, this role is responsible for idenitifying opportunities and closing sales that secure new business with a portfolio of SME prospects. Through building strong relationships and successfully influencing and negotiating with key contacts and decision-makers, the roleholder achieves (exceeds!) targets for their prospects, by really getting to know their business and transformation roadmap, and developing win plans that showcase how BT & EE’s portfolio best meets their needs – targets may include customer contact activity and pipeline health, as well as SOV/revenue growth, market share, and customer experience.  A hunger to learn will be key in this role, alongside a desire to try new things to help new customers readily engage with BT, to support our sales people to be successful, and to make sure BT beat the competition and win in the market.  

You'll have the following responsibilities

• Supports named accounts for new business opportunities.

• Applies comprehensive knowledge of the competitor landscape, BT portfolio and industry developments to inform approach and close new business deals.

• Maintains relationships with customer stakeholders and negotiates with new clients to determine terms and offerings.

Specifically in this role:-

• Our acquisition key account managers typically work with our larger SME customers who have the most compex needs.

• Accountable for winning new business within a defined account base of SME prospects – delivering sustainable, profitable new business.  Interactions will largely be remote in a desk based inside sales environment, with in person interactions where required for complex requirements.

• Accountable for developing successful, sustainable and profitable relationships with prospects – developing a strong understanding of their connectivity requirements and business transformation roadmap.

• Achieve and exceed new sales targets for this account base – which may include customer contact activity and pipeline health, as well as SOV/revenue growth, market share, and customer experience.

• Work with a high degree of autonomy across prospects, ensuring sales plans are developed and delivered to secure multi-product deals, and apply specialist knowledge of full portfolio to create solutions – likely to apply war room pricing, to win against competition.

• Work with with sales specialists where needed, to create best solution for complex customer needs.

You'll have the following skills & experience

• Opportunity generation - You initiate interactions with customers, largely remotely but in person where required, to gain a thorough understanding of how to exceed their expectations. You generate and qualify new sales leads through multiple online and offline channels in order to meet sales and satisfaction targets.

• Identifying our customer needs - You put yourself in our customers' shoes and identify their explicit and implied needs through effective listening. You help to analyse and evaluate customer data and ask effective questions to understand their requirements.

• Negotiation - You influence people to change their positions with or without authority. You do this by communicating your expertise and a compelling rationale, and working to win the most value and sustainability possible for everybody involved.

• Give specialised advice - You offer expert advice and recommendations in your areas of subject expertise.

• Sealing the deal - You create and close sales opportunities through research, insight and planning. You identify and articulate the value of our products, services and solutions to the customer.

• Financial acumen - You apply strong knowledge of the business and financial implications of choices to communicate the meaning behind information. You provide insights on implications and /or issues.

• Improvement focus - You collaborate to identify how work activities and processes can be improved.  You challenge the status quo, are willing to try new ideas, and forge new paths in account management to achieve business goals. You use other subject matter experts as needed to develop solutions, but you’re also hungry to learn and remain current and curious about industry trends, including competitor activities, customer behaviours and buying processes.  

• You act as an ambassador both in the external market and with internal stakeholders, demonstrating best in class sales behaviour and deliver excellent customer experience results.

Benefits

25 days Annual Leave

Pension scheme

Shares Plan

Flexible benefits

Discounted BT Products

#Saleslab

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!