Propositions & Go To Market Specialist

Job Description

Locations: London, Birmingham, Bristol, Manchester, Belfast, Glasgow

Flexible Working: BT have moved to a hybrid working model - you can work from home 2 days per week. This means you’ll be at your contractual location 3 days a week.

About the role

In Sales and Commercial, we’re building one of the biggest and best sales teams in the country. We’ve got big ambitions to develop a team that has the right ability and will to win. Central to our ambitions are;

• Using our unparalleled expertise to bring first class solutions to market and offer a compelling value proposition to our customers that’s unmatched by our competitors
• Developing a highly skilled, highly efficient sales powerhouse through competitive pricing, an optimised channel model and best in class tools
• Relentless pursuit of a high-performance culture founded on clear career progression and the drive and determination to become the UK’s best sales force

The Propositions and Go-to-Market Specialist plays a pivotal role in shaping market leading, customer outcome led propositions that differentiate BT Business and drive sustainable growth. The role brings together market insight, customer understanding, effective sales enablement and innovative storytelling to create compelling propositions and clear GTM roadmaps that position BT ahead of the market.

You will not only develop propositions but challenge and elevate them ensuring they are bold and rooted in the real outcomes customers are trying to achieve. This includes looking at iterative improvements, as well as identifying opportunities that shift how BT competes and wins.

Working closely with cross-functional teams, you will translate insight into action, building and effectively communicating propositions, sales enablement and GTM strategies that are distinctive, scalable, and deliver measurable commercial impact.

There are currently 3 positions available across two customer channels: two roles in Small and Medium Business (SMB) and one in larger customer workplace propositions. Both operate across a broad stakeholder landscape, influencing priorities, shaping direction, and driving business outcomes.

Success in this role comes from strong communication, proposition ideation and development, commercial rigour, and the confidence to challenge the status quo, connecting customer needs to differentiated, high-impact, propositions that win in the market.

What you’ll be doing

• Develop and refine customer propositions, including positioning, messaging, and value articulation to address customer needs and competitive differentiation.
• Conduct market research and insight analysis to identify customer needs, market trends, gaps, and commercial opportunities.
• Build business cases and commercial rationale, defining assumptions and translating insights into data-driven cases to support investment decisions.
• Own go-to-market planning and execution, coordinating cross-functional teams and sales channels to ensure effective launch, adoption, and delivery.
• Manage in-life propositions and stakeholder relationships, ensuring performance metrics are achieved, spotting evolution opportunities, and maintaining strategic alignment

Essential Skills / Experience

• Proven ability to develop clear, customer-focused value propositions, translating them into compelling positioning and messaging that leverage insight into customer needs, market dynamics, and competitive landscape.
• Excellent communication and influencing skills, with the ability to clearly articulate propositions to senior stakeholders through compelling, insight-led communication. Skilled in tailoring messaging for different audiences and delivering impactful presentations.
• Strong capability in market research and analysis to identify customer needs, trends, and competitive dynamics. Solid awareness of Connectivity, Digital Workplace, Mobile, and Security markets would be valuable.
• Strong commercial awareness, with the ability to define business assumptions and build robust business cases for go-to-market opportunities. Demonstrates understanding of opportunity size, benefits to the business, and translates insights into data-driven cases.
• Demonstrated experience in go-to-market planning and execution, developing and delivering effective plans while aligning propositions to target segments and ensuring successful launch and adoption.

Desirable Skills / Experience

• Proficiency in project management techniques to coordinate and execute activities, including managing timelines, mitigating risks, and engaging stakeholders effectively
• Experience in telco, technology, utilities, or similar sectors, with understanding of sector dynamics and customer landscapes.
• Exposure to innovation practices, with the ability to contribute to developing new ideas, propositions, and approaches to market.

Our Package

Tailored benefits make a real difference. That’s why we offer a comprehensive range to support your growth, wellbeing, and everyday life. You can design the package to suit you and your lifestyle. Your core benefits include:

• Up to 10% on target bonus​

• BT Pension scheme, minimum 5% Employee contribution, BT contribution 10%​
• From January 2025, equal family leave: receive 18 weeks at full pay, 8 weeks at half pay and 26 weeks at the statutory rate. It’s for all parents, no matter how your family is made up.​
• Enhanced women’s health support: including help with menopause symptoms, cancer screenings, period care and more.​
• 25 days annual leave (not including bank holidays), increasing with service​
• 24/7 private virtual GP appointments for UK colleagues​
• 2 weeks carer’s leave ​
• World-class training and development opportunities​
• Option to join BT Shares Saving schemes

About us

With over 180 years of heritage, BT Business has brought together our best people and capabilities into a B2B powerhouse serving 1.2 million business customers in the UK

We’re a leader for secure connectivity and collaboration platforms for businesses of all shapes and sizes, from big household names and government departments, right through to sole traders and new start-ups. But it’s not just the technology that matters, it’s what it can do to help them build stronger, smarter, more secure businesses.

We are Customer-First Challengers, who are Committed, Clear and Connected. We value diversity and inclusion and believe in making a positive impact. We connect for good by championing digital inclusion and equipping people, businesses, and communities with digital skills to thrive.

As a member of our team, you will be part of an organisation that celebrates difference, fosters innovation and provides you with opportunities to be your best. With millions of businesses relying on us daily, joining BT means you can be part of a diverse and multi-skilled team that makes a significant impact to society.