Security isn't always the first thing that comes to mind when you think of BT, but when it comes to keeping everyone safely connected, We Are The Protectors. We deal with thousands of cyber-attacks every day, so that millions of people can safely go about their daily lives and run their businesses. We deliver vital work at scale, with real breadth and impact. We connect for good.

About this role

For BT, Security is a competitive advantage. It’s behind our services and brand, and it’s a massive differentiator for us. We know that a cyber-attack can destroy a reputation overnight. We also know that security is the number one digital enabler, allowing a business to run at speed and to build customer trust and investor confidence. With over 4,000 attacks a day, our 2,800 security experts are constantly watching, learning, predicting and responding to the latest threats to protect our business. And in protecting BT against these threats, we protect our 5,500 customers worldwide.

With operations in over 180 countries and 15 Security Operations Centres (SOCs) supporting some of the world’s largest companies, nation states and critical national infrastructures, we have a unique perspective on cyber-crime. Our front line position means that we see how and where attacks come.

The BT Security Sales team is a specialist organisation that sits within BT Global, with responsibilities in the UK for delivering the BT Security Sales targets. For 21/22  the targets are ICV £355M and Revenue £536M

Individuals are furnished with a personal target that’s helps to achieve these numbers. The sales teams are key to helping us meet our ambitions to deliver £1bn revenues by 2023.

The Security Sales Engineering team fulfil the pivotal role that translates a customer’s specific business and technical requirements, into compelling and innovative solutions that will meet and ultimately exceed their expectations. Sales Engineers work closely with their sales specialist colleagues, in face to face customer interactions to design, price, present and ultimately close profitable business for BT Global and the BT Group.

The team is made up of a number of technically excellent and commercially aware individuals, who not only understand what technical solution a customers use cases will require, but also the business outcomes it will deliver.

Our customer base extends across all of the BT Group Customer Facing Units, encompassing all Global  accounts and Enterprise across all of its CFU’s – CDaP (Central Government, Defence and Police) Local Government & Health, Major Corporate, Corporate, SME, Consumer and BTLB.

By demonstrating technical thought leadership the Sales Engineering team can help our customers navigate a complex security environment, thereby driving the sale of security services to generate short & long term profitable revenue for BT group.

You'll have the following responsibilities

The primary accountabilities of the role are.

• Working with our customers to acquire, grow and defend profitable business to achieve specific sales targets – You will achieve this by developing qualified opportunities and designing, pricing and selling BT’s range of Security Portfolio products into our identified customer base. 

• Providing specialist technical guidance, advice and support  to Sales Specialists and Account teams to ensure the most appropriate technical solution to meet the client’s needs is developed and presented in the most compelling way.

• As part of the role you will help to create an opportunity pipeline and be responsible for delivery of your annual targets by closing profitable business for BT Security.

• As a Security Sales Engineering Specialist you will lead on larger, technically complex opportunities which may involve more than one BT Security portfolio area. (e.g. Multi-Matrix and/or Complex/Highly Complex opportunities )

• Providing technical thought leadership and mentoring to help develop and coach junior team members in conjunction with the Senior Manager Sales Engineering Security - UK

Leadership accountabilities

• Be able to lead actual and virtual multi-matrix pre sales engineering design teams across complex bids.

• Delivers work within specific field of responsibility to agreed processes.

• Contributes to improvement of working processes.

• Provide management cover for the Sales Engineering manager during times of absence and annual leave

Key decisions

• Pre Sales technical solution selection 

• Appropriate Vendor choice to support the proposed solution

• Defining where in the BT portfolio a solution best fits i.e. Standard/Custom/Complex

You'll have the following skills & experience

The keys skills you will need to display in fulfilling the role are.

• Technical excellence and a proven ability to articulate this excellence to our customers.

• A high level of Network or Security Solutions Design experience including producing high quality technical documentation.

• Commercial awareness and the ability to understand the financial construction of a sales opportunity.

• Customer facing persuasion and negotiating skills that facilitate the understanding of the technical element of a solution.

• The ability to contribute to and provide value to  the  Winning New Business Process by producing quality design documentation that is fit for purpose and passes all governance requirements.

Experience you would be expected to have

• Educated to degree level or have extensive industry experience and relevant accreditations – Mandatory

• Time spent working in a Vendor or System Integrator environment within the Security or Data Networking industry - Mandatory

• A track record of pre sales solutions design and technical documentation production  -  Preferred

• Experience of the pre sales/customer facing environment  - Preferred

Expected Behaviours

• Sales: Grow the business. - This is achieved by building a pipeline of opportunities and closing profitable business to meet /exceed your annual target. Measured and reviewed at monthly 121’s throughout the year.

• Simple: Solution Design Excellence – This is achieved by producing compelling designs that meet customer requirements, are within a customer’s budget and adhere to all relevant governance processes to ensure full technical assurance. Measured at monthly 121’s and by Huddle metrics produced for each design

• Personal: Customer Interaction - Research, Plan and Perform 6 customer interactions per week. Measured at 121’s monthly and ad hoc as required. 

• Brilliant: Subject Matter Expertise. - Attain and maintain a recognised industry/Internal qualification in a chosen and specific technology area. Measured by attaining and maintaining, and reviewed at 121’s and also via individual training plan and PDP. 

• Doing the basics – complete all administration tasks such as time recording, claiming expenses and mandatory training as required and within their allotted timeframes. Measured at monthly 121’s

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

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

Flexible benefits to fit around you

BT is an equal opportunities employer. We’re working hard to create an inclusive working environment, where people from all backgrounds can succeed. We want to make sure your recruitment experience is the best it can be – so, if you’re selected for an interview, please let us know if there’s any adjustments we can make that would be helpful for you.

About BT

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.

Security isn’t always the first thing that people think of with BT, but it is one of the fastest growing parts of our global organisation. We protect our networks from more than 6,500 cyber-attacks each day, invest over £40m in research each year and employ more than 3,000 people - which makes us the largest private cyber security employer in the UK. With incredible opportunities to learn, develop and grow your skills, we’ll invest in you, nurture potential and shape your future – whatever your background or experience. You can find out more about Security in BT here

In today’s world, safe and secure digital connections have never been more vital. You’ll be joining a global company operating at the forefront of the information age: BT employs 90,000 people in 180 countries. With huge scale, we’re capable of achieving great things, striving to be personal, simple, and brilliant for our customers whilst creating an inclusive working environment where people from all backgrounds can succeed. Play your part. Make a difference. We are the Protectors.

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!