Sales Development Representative (SDR)

Job Description

Why 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?

Read more about Life at BT Group.

Why Business

With over 175 years of heritage, BT is now the flagship business brand of BT Group. We’ve brought together our best people and capabilities into a B2B powerhouse serving 1.2 million business customers internationally.

We’re a global 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 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.

Why this job matters

Our Inside Sales SDR team is a key component to being the growth engine for BT within the AMEA (Asia, Middle East and Africa) region. This role will enable you to play a critical role in positioning BT as the leader in driving the digital transformation and cybersecurity agenda for some of the biggest brands in the world. We are looking for a highly motivated and enthusiastic SDR with a hunter mentality to join us!

What you'll be doing

This role is responsible for pipeline and sales development across direct and indirect markets in AMEA (Asia, Middle East and Africa). You will be doing this through the following activities:

• Research prospective customers to gain a deep understanding of their IT landscape and priorities and understand BT’s relationship with the customer (where applicable), and identify contacts to prospect into.
• Proactively reach out to customers and generate leads. This can be through working with partners, leveraging prospecting tools such as Propensity Model and LinkedIn Sales Navigator, and outbound prospecting techniques such as emails, social media and calls.
• Pursue and qualify inbound leads generated through BT Marketing Campaigns and BT’s website
• Engage with leads to understand customer’s business needs, challenges and objectives, and aligning them to BT’s solution’s value propositions
• Nurture leads and maintain relationship with key contacts/decision makers
• Schedule appointments to hand the opportunities over to field sales to engage with qualified customers at the appropriate time in the buying cycle
• Learn and demonstrate an understanding of BT’s value proposition by clearly articulating use cases and business outcomes to prospective clients and overcoming prospect’s objections
• Collaborate with sales directors, field sales teams and specialists to understand industry trends and the market landscape and identify target customers aligned to BT’s Ideal Customer Profile
• Collaborate within the SDR team to design and execute highly personalised and targeted lead generation campaigns

You will own, meet and exceed target quota related to the number of qualified customers, value of sales pipeline, and ICGM achieved in region.

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

• Minimum 3 to 5 years or relevant sales experience, ideally in a SDR or Inside Sales role within the technology sector
• Experience building a pipeline by qualifying leads and development opportunities, especially for multi-national corporations (MNCs)
• Experience in engaging and influencing decision-makers at various levels within organizations.
• Experience in CRM systems (e.g. Salesforce), sales tools (e.g. LinkedIn Sales Navigator) and in sales methodologies (e.g. MEDDIC)
• Track record in delivering results and self-accountability

Leadership Standards Behaviours

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

The BT way

Compliance with all BT policies is mandatory and applies to all BT employees. Policies can be accessed via the Policy Portal - Policy portal (sharepoint.com) and should be adhered to in-line with Standards of behaviour (bt.com) and the Being trusted: our code - Being trusted; our code (sharepoint.com).

A FEW POINTS TO NOTE:

Although these roles are listed as full-time, if you’re a job share partnership, work reduced hours, or any other way of working flexibly, please still get in touch.

DON'T MEET EVERY SINGLE REQUIREMENT?

Studies have shown that women and people who are disabled, LGBTQ+, neurodiverse or from ethnic minority backgrounds are less likely to apply for jobs unless they meet every single qualification and criteria. We're committed to building a diverse, inclusive, and authentic workplace where everyone can be their best, so if you're excited about this role but your past experience doesn't align perfectly with every requirement on the Job Description, please apply anyway - you may just be the right candidate for this or other roles in our wider team.