Account manager

Job Description

Why BT International

At BT International, our purpose is to keep the world connected. As part of BT, we build on almost 180 years of innovation and expertise to deliver secure connectivity and digital services to some of the world’s leading multinational businesses and organisations. Our customers trust us to safeguard their data, drive their digital transformation and keep their businesses running. With colleagues on the ground across the world and supporting customers wherever they need to operate, BT International offers a truly global experience. Whether it’s about providing cloud connectivity, helping organisations collaborate, or enabling innovation in cybersecurity and digital services, you’ll be part of a team that shapes how businesses succeed in a world that is being transformed by AI. If you have the drive and ambition to make an impact on a global stage, BT International is where it happens.

Why this job matters

The role holder is responsible for driving substantial sales growth across strategic and high-potential customers in the South East Asia region. This includes both MNCs headquartered in Singapore (A-Ends) and inbound MNCs (B-Ends).

ASEAN is the world’s fifth-largest economy, and is on track to become the fourth-largest by 2030. Singapore sits at the heart of this growth, home to over 5,000 multinational corporations that use it as a base for their regional and global operations. These MNCs are undergoing rapid digital transformation - driven by rapid advancements in AI, infrastructure upgrades, and sustainability priorities - creating both disruption and opportunity for innovative solutions.

Against this backdrop, Singapore has been identified to be a Key Market for BT International, and is home to key strategic customers in Logistic and Professional services industry, as well as HiPo (high potential) accounts in Techonology & Airline industry.

The role holder will: (1) lead client engagement across existing strategic customers to retain and grow our Share of Wallet with the customer, and (2) lead the pursuit of acquisition customers. All activities will need to be strongly underpinned by BT International’s GTM Strategy and the associated sales initiatives (e.g. HiPo Program, Account Growth Plans, etc.).

Success will be measured through incremental sales margin (ICGM), revenue growth, and other key metrics such as recurring revenue and profit, in line with the Financial Year Payplan Structure.

What I’ll be doing – your accountabilities

This role is all about building and growing pipeline across the direct channel in Singapore, through a two-pronged approach:

Existing Strategic Customers

• Hunt for growth within existing accounts, driving year-on-year expansion through upsell and cross-sell opportunities aligned to BT’s Ideal Customer Profile (ICP) and HiPo criteria, with a sharp focus on Secure Connectivity and Digital Workplace.
• Deepen client engagement and build trusted relationships that deliver measurable satisfaction, reflected in strong NPS scores and Gartner Peer Insight reviews.
• Partner across teams and with external stakeholders to deliver winning, profitable outcomes for customers and BT.
• Take full ownership of your accounts in Salesforce - keeping data accurate, forecasts reliable, and visibility strong on Revenue and EBITDA.
• Shape and execute proactive account plans that unlock new opportunities, expand services, and strengthen BT’s footprint.
• Build influence across key networks and use innovative approaches to spark fresh conversations and introduce new services.

Acquisition Customers

• Hunt for new growth by identifying high-potential target accounts aligned to BT’s Ideal Customer Profile (ICP).
• Research prospects in depth to uncover their IT priorities, assess existing BT touchpoints, and map out the decision-making landscape.
• Proactively generate leads through partners, prospecting tools (e.g. Propensity Model, LinkedIn Sales Navigator), and outbound activity including email, social media, and calls.
• Engage customers to uncover their challenges and objectives, and position BT’s solutions in terms of clear business outcomes and value.
• Build and nurture long-term relationships with decision-makers, confidently handling objections and articulating compelling use cases.
• Develop targeted hunting plans that map out priority deals to pursue, the competitive landscape, key decision-maker contacts, and clear next actions.
• Own the end-to-end acquisition sales cycle - from lead generation through to deal closure.

Success in this role means consistently growing revenue and margin across both strategic and new acquisition accounts, while building a healthy, sustainable pipeline aligned to BT’s ICP and HiPo criteria. You’ll be recognised for strengthening BT’s position in the market by delivering value-led solutions, expanding our customer footprint, and forging trusted, long-term partnerships. Above all, success is about driving measurable outcomes for customers while achieving ambitious sales targets for BT.

Skills required for the job

• Customer Obsession; Having the empathy and curiosity to understand see things from the customer’s point of view
• Hunter Mentality: A fearless attitude and grit to make things happen and uncover the customer’s unconsidered needs
• Tech Enthusiast: Keen interest in digital transformation and cybersecurity, with an aptitude to learn and convey complex technical concepts in an easy-to-understand manner
• Interpersonal Skills: Possesses strong communication and active listening skills to build rapport and trust with prospects. This includes verbal and written skills (e.g. storytelling, creative emails, etc.)
• Adaptability: Ability to adapt and iterate on the prospecting approach in a fast-paced high growth sales environment
• Growth Mindset; Open and willing to be coached and to learn from others and grow positively

Experience you would be expected to have

• Proven experience in relationship management and direct sales, ideally with a mix of strategic account management and new business acquisition.
• Prior experience in the Singapore region, with a strong understanding of regional market dynamics and enterprise customer landscapes.
• Proven experience in strategic thinking, influencing decisions, and shaping adoption of complex solutions.
• Proven ability to craft creative solutions to complex business challenges, including navigating cross-geography and cross-cultural environments.
• Comfortable operating in a fast-paced, high-growth sales environment, demonstrating adaptability, resilience, and a results-driven mindset.

Leadership Standards behaviours

• Delivering for the customer
• Growth Mindset
• Commerciall Savvy
• Leading Inclusively