IoT is the identified as the next big thing with IoT Connectivity being at the heart of all solutions and applications.

We have a very exciting opportunity in a market segment that is in growth and we want to find the very best talent to help drive our business forward.

We are looking for people who can demonstrate a track record in driving new business as well as incremental revenues in a Channel and/or In-Direct role, this will include working across BT Channels and working with BT Account Managers to further increase market share.

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

We’ve always been an organisation with purpose; to use the power of communications to make a better world. You can trace this back to our beginning as pioneers of the world’s first telecommunications company. At our heart we’re a technology company with research and innovation in our bones and a desire to be personal, simple, and brilliant for our customers - those are the values we live by whilst also creating an inclusive working environment where people from all backgrounds can succeed.

Our pursuit of progress over the past 180 years has established BT as a strong, successful brand, with huge scale capable of achieving great things. From supporting emergency services, hospitals, banks and keeping economies around the world online, safe and secure, to delivering large scale technology infrastructure like the creation of BT Sport.

Today in this fast changing, always on, digital world our purpose remains true. Yet the market conditions, regulation and competition we face are tougher than ever before. So if you have the drive, optimism and resilience to help propel us forward we’ll offer unrivalled personal development, a wealth of opportunities to learn, experience new things and pursue new careers. If that’s you and what you’re looking for, we’d love you to be part of our future.

We have 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. We also provide network IT services to corporate and public sector organisations in the Republic of Ireland.

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

The role holder is a strategic sales professional, responsible for representing the company and managing/selling products, services and bespoke solutions through an assigned sector or account(s)

You will become a sales specialist in the sale of our M2M & IoT managed connectivity solution - typically sold to Solution Providers, Communications Providers and In-Direct Partners

You will present a deep technical and commercial understanding of BT’s M2M & IoT portfolio and be able both to understand customers’ underlying business issues and to tailor often complex solutions to customer requirements

This requires developing strong C level relationships within the defined accounts, and may involve supporting the sale into end customers, and negotiating at a high level to secure support for broader proposals and maximise our share of customer spend, but within well-defined limits of delegation. 

Additonally the role holder will be able to demonstrate experience of working across Channel Segments and Account Managers within an organisation where the role required a sales specialist overlay.

The role holder will engage in sales opportunities both reactively and proactively – allocation of opportunities being through prioritisation processes and proactive identification of potential opportunities with Channnel segments. The role holder will explicitly be expected to utilise their market, customer and competitor insight to generate new sales opportunities.

You'll have the following responsibilities

Delivering against financial targets for defined products sold through defined channels or accounts.

The management of effective knowledge sharing forums between the Account Teams and Channels to enhance teams skills.

To understand the customer and end customer requirements and create bespoke solutions tailored to their needs, leveraging across the M2M portfolio.

To prioritise intervention with sales opportunities to achieve sales targets and maximise incremental contract value for BT Wholesale through cross sell and solutions approaches

Actively leading and driving channel development in target accounts to make a significant contribution to company's sales revenue growth, where applicable.

To ensure their technical, product and market skills remain current and ahead of competitors.

Significantly increasing share of customer spend with Wholesale by selling across the portfolio, and aligning our propositions with their business strategies.

Deliver revenue impact to budget in the short-term supporting robust channel growth over the medium term.

Own and leverage customer insight to drive innovation within BT Wholesale’s product/portfolio and service development roadmaps.

Key decisions: 

This role has the I & P on the sales strategy for the M2M & IoT customers that this role is accountable in line with the overall M2M & IoT Connectivity commercial goals and Wholesale Strategy more broadly

Has the I and P on actions to execute to improve NPS score

Inputs on how the business can generate new revenue with new deals

Inputs on account development plans and the account long term strategy

You'll have the following skills & experience

Demonstrate success in a new business environment across Channel and In-direct

Experienced in all elements of managing major contracts or other related positions, specifically management of a P&L.

Able to provide leadership and communicate direction.

Exceptional customer relationship skills, able to build and maintain relationships with the most senior levels, both externally and internally.

Excellent Communication skills

Experience of working within and comprehensive understanding of channel and In-direct

Strong business acumen.

Build, delier and execute a plan for Sales through Channel, Channel AM's and In-direct 

Ability to work across internal stakeholders 

you are expected to have: 

High emotional IQ.

Customer focused.

Business process thinking.

Proven record of sales and sales leadership working with MNOs, Wholesale, Channel and Indirect

Experience of running large dispersed matrix teams to deliver revenue targets.

Experience of bidding for and delivering successfully complex multiyear customer contracts.

Significant stakeholder experience, demonstrating impact and influence at senior level.

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

25-30 days’ annual leave (not including bank holidays)

Discounted broadband, mobile and TV packages

Share option and pension scheme programmes

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!