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

This role is responsible for bringing together the Technical, Commercial and Financial environments to deliver compelling Public Sector bids to maximise BT’s ability to win complex major deals, typically above £10M in value. This role involves working across different parts of BT, across technology boundaries and skill disciplines to craft complex solutions that drive a clear value based outcome for customers. It involves clearly articulating  BT’s position to senior BT and customer stakeholders. 

The Deal Architect will lead the bid through the business, be responsible for solution development with the matrix team, partner evaluation, partner engagement, competitive analysis and seeking input from other stakeholders.  The Deal Architect will oversee the bid production and ensure that BT’s bid win chances are maximised through driving a high quality of contribution from across the matrix team supporting the bid. They will be aligned with the overall major deals process within C&PS, supporting the various stages of win strategy workshop and pricing reviews as required.

You'll have the following responsibilities

Workng with a sales lead drives large and complex deals for Public Sector large customers >£10m or strategically important deals, with targets linked to specific customer opportunities and their outcomes

Ensures Bids are innovative, competitive and affordable whilst maximising value to BT

Takes responsibility for standing up the wider team likely to include Solution Architects, Bid Finance, Bid Managers and Service Architects

Identify decision makers, lead deal reviewsand develop win strategy 

Informs customers’ thinking on high level design; attendance at customer engagement sessions to help qualify and position for BT, attend competitor reviews,  and BT deal reviews 

Lead on responding to PQQ’s, ITT’s and ITN’s and structure responses to be compliant at all times

Understanding the customers evaluation and marking criteria in complex bids to help steer the BT response to ensure compliance and maximise our chances of scoring for successful down selection

Satisfies customer requirements in propositions and bids from a technical, commercial, regulatory and financial perspective.  

Manages senior stakeholder engagement across BT, our partners and alliances and our customers where appropriate

Provides expertise and leadership on the most significant bids in terms of value, strategic importance and complexity

Works with all relevant groups to develop and negotiate the final contract in readiness for hand-over to the Contract/Business Management team

Uses techniques to evaluate the bids and bid content, driving the written quality to the highest standards to ensure win chances are maximised

You'll have the following skills & experience

Bid Shaping – Have the experience to shape a major deal balancing competitor,  solution, commercial and legal approaches to win

Governance – Deal Architect will be expected to lead major deal review, sign on and sign off procedures to senior stakeholders able to articulate win themes, solutions, stakeholder and commercials

Sales/Bid skills – Working with an Account Director/Manager experienced at working on external sales process and internal resourcing process to create quality proposals 

Bid text – Deal Architect will lead on the production and review of quality bid text allowing this to meet defined quality thresholds. Should have experience of bid production process for Public Sector tenders

Sector Specific –Deal Architect should have expertise in one area of Major Government i.e. MOD, Public Safety and Justice, Central Government or Central NHS

Relationship and stakeholder management: - Creates a competitive advantage to BT by leveraging and creating internal and external relationships and applying the knowledge gained to improving bid success rates

Commercial awareness - Deal Architect will be comfortable with complexity and should be able to establish and communicate this complexity across a mixed team of sales, technology, service/delivery and financial professionals.

Technical – Support from Enterprise and Solution Architects is provided on Major Deals but Deal Architects should have an understanding of the solution/benefits of the BT portfolio

Procurement – Major Government opportunities are generally OJEU compliant structured opportunities and the Deal Archietct will be familiar with clarification processes, requirements processes and bid preparation. Knowledge of open/restricted/Competitive Diaolgue/frameworks would be useful 

Wider Sector Experience – Deal Architects will have the opportunity to work across Major Government and have experience or interest in a second sector would be beneficial

Legal – Legal support is provided on Major Deals however the Deal Architect should be familiar with interpreting Schedules (e.g. Requirements, Solution, KPIs) would be helpful 

Experience you would be expected to have: -

Likely to have a minimum of 3 years large bid experience in Government, Public Sector, BPO, Telco or Technology sectors

Proven experience building and leading a matrix team to deliver commercially sound complex customer solutions whilst maintaining a positive experience for 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

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!