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About this role

This is a unique opportunity to lead a highly skilled pursuit team working on some of BT’s largest and most complex opportunities. The role holder will have accountability for how we qualify and approach our major deals and, while reporting the Head of Major Deals & Specialist Sales, will work closely with the Sector Sales Managers. You will be accountable for engaging directly with the customer on BT’s largest opportunities, usually with a £multi-million value to BT.

BT Ireland  we’re global, but we’re local too. With a global network in 198 countries and territories, BT Ireland is uniquely positioned to serve companies with international communications needs and to scale up as they expand – from global multi-nationals headquartered in Ireland to local exporters targeting new markets. As a wholesale provider, we also enable local service providers to expand their reach on a global scale and help international carriers provide communications services to clients located in Ireland.

You'll have the following responsibilities

Drive major and complex multi-million-pound deals with our largest customers

Ensure solutions are innovative, competitive and affordable, whilst maximising value to BT

Inform customers’ thinking on high level design, approach to market, commercial strategy, business case development & ROI 

Competitor analysis, planning, PQQ review and structure initial response, confirm submission criteria, ongoing reviews, develop solutions into a compelling bid

Responsible for optimising the Technical, Commercial and Financial environments to maximise BT’s position

Lead the BT bid governance activity, up to ILT/ExCo

Work across Sectors, technology boundaries and skill disciplines to clearly articulate BT’s position to senior BT and customer stakeholders  

Direct management of bid resources, setting direction, objectives, financial sales targets, contact strategies, relationship mapping

Set high standards in the team and coaching developing colleagues, providing leadership within the team to reflect the senior level of this role

Through the team manages, delivers and exceeds deal-specific commercial targets

Take responsibility for standing up team, identifies decision makers, secure budget for bid programme, develops win strategy

Lead senior customer stakeholder engagement

Shape and develops specific business opportunities, closing deals, negotiating contracts terms and pricing

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

You'll have the following skills & experience

Commercial awareness: the Major Deal Lead 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

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.

Experience you would be expected to have: -

Likely to have a minimum of 3 years Major Deal/Account Director experience in the Telco or Technology sectors, leading, influencing and winning significant scale sales opportunities, typically over €/£2M

Likely to have a minimum of 3 years direct or matrix people leadership experience in a sales environment in the Telco or Technology sectors

Experience of major deal bid methodologies such as Shipley would be beneficial

Proven experience building and leading a virtual team to deliver commercially sound complex customer solutions/ managed services, whilst maintaining a positive experience for customers.

Strong experience developing bids on a scale that significantly affects the organisations credibility in the external solutions / outsourcing market

Proven experience mitigating against significant risk to the organisation.

Benefits

Here at BT Ireland, our purpose is to Connect For Good and to have a positive impact on people, planet and society. We’ve very proud of our accreditations as a Healthy Place To Work (Great Place To Work Institute) and as a Responsible Business leader (Business in the Community/NSAI).

One of our highest priorities is being a diverse, equitable and inclusion organisation, and our aim is to foster a sense of belonging among employees and to support everyone to reach their potential with us.

Other great benefits include:

Competitive salary, car allowance and excellent on-target bonus

World-class training and development opportunities and auto enrolment into our ‘Sales Profession’ Community

BT Ireland Pension Scheme – 5% BT contributions

Life Assurance from 1st day of employment – 4x salary

We provide healthcare cover & permanent health insurance (income continuance)

You’ll have the opportunity to buy BT shares

Discounted BT products – like free Wifi once our service is available at your address

Encouragement of flexible working – locations and hours of work

Great support for working parents

22 days annual Leave (rising to 25 days with length of service) + bank holidays and an opportunity to buy up to five more days every year.

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About BT

In Ireland, we operate globally and deliver locally, serving multinational corporations, indigenous exporters and public sector organisations in every segment of the Irish economy, as well as other major communications providers through our wholesale channel. Our portfolio is a powerful combination of cloud services, global networking, IT integration, carrier voice and data services, contact centre solutions and professional security expertise, enabling customers to solve complex business communications requirements on a global scale.

In Business Sales, we build powerful relationships with our customers based on trust. We uncover and solve customers’ problems, and we always aspire to be a valued partner to our customers, recognised for brilliant, transformative customer engagements. Representing a global brand, with market leading propositions, backed by technical experts who are renowned in their field, our Sales team help our customers reimagine how they deliver tangible business impact through technology.

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!