Senior Security Sales Specialist

Job Description

Why BT Security

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.

Why Business Unit / Function

BT Security’s mission is to protect all of BT’s operations and our customers from cyber-attacks, in support of a safer connected world. Millions of people around the world rely on BT’s Security teams to go about their daily lives and run their businesses safely. From FTSE 500 companies to the millions of BT customers, BT security teams play a vital part in ensuring progress happens and the world continues to connect safely.

We are the growth story of BT Group, combining our expertise of Protecting BT, Global Multinationals, Governments, UK Corporates & SMEs, and Consumers. Our huge visibility of global networks allows us to monitor and see global trends before others, and often predict attacks before they even happen. What sets us apart from our competition is the depth, breadth, and impact of the security work we do. We have a unique mix of heritage, scale, innovation, and stability like no other organisation that operates in this space.

Since forming as a unified security organisation in 2014, we have grown double-digits to circa £700m business today. We have strong plans and ambition to grow in 23/24 - cementing our position as a global thought leader and employer of choice in the security market.

We provide unrivalled opportunities for those with the drive and curiosity to seize them.

Why this job matters

The key purpose of the role is to deliver ICV and revenue through geographical segments and vertical alignment, maximising and growing the security footprint in our top accounts across Global and Enterprise to drive BT Security’s growth ambitions. The scale and pace of Security's transformation and growth ambitions require continued delivery of Sales targets and seizing Market opportunities.

With Security as a major growth engine of BT Group and a core part of BT’s 2030 ambition, this role is front-and-centre to enabling BT Security’s current and future success.

Strategic nature of the role

• To acquire, grow and defend profitable business to achieve specific targets against an agreed set of accounts. Identify new, and develop qualified, opportunities, and sell Security products and propositions to the BT client base. Target for D must achieve an ICV target in line with the accounts manged in full fiscal year
• To provide security product/ solution expertise to lead Sales Opportunities to closure with internal and external stakeholders. Focusing on Standard and Complex portfolio
• Accurate forecasting using Salesforce and BT Security Pipeline tool
• Direct engagement with Decision Makers within new/existing BT Customer base up to and including C level
• To provide security expertise to account owners and customers to ensure the most appropriate proposition to meet the client’s needs is developed and presented in the most compelling way.
• Actively hunt for security opportunities. To be seen as an expert in BT Security resell and Managed services and Cyber portfolio.
• To maintain up to date knowledge of, and report on, developments in the market place. understanding of how our competition operates and the latest market trends.
• Depending on customer size, Manages or significantly contributes to board-level customer relationships by acting as point of contact and relationship holder with some customer CISOs, working closely with them to assess board risk appetite and appropriate solutions
• Contributes to transformational change in how Security works with Global and/or Enterprise to sell distinct or integrated Security solutions to customers

Key accountabilities

• Work with customers to understand their needs and develop standard, nonstandard and complex security solutions using Security products to address these needs. Use a deep knowledge of these products and their capabilities to focus is on actively selling high value/high margin services.
• Work with account teams to proactively create demand to create ICV Pipe to 3 x required target
• Delivery of personal sales targets and contributing to team ICV, GM and revenue targets.
• Accountable for ownership of Focus, Develop and other named accounts
• Contribute to strategy and thought leadership to grow BT security business.
• Accountable for Security Account development plans and full interlock with CFU.
• Accountable for delivering high value/high margin commercial solution that produce good revenue for BT Security and BT Group.
• Defines and executes the security sales strategy for their named accounts
• Gathers and shares solution feedback and insight from customers to Security Portfolio in order to improve and enhance the solution
• Inputs into the marketing approach for Security products and services
• Understand the procurement timeframes, milestones and methodology and ensure full compliance.
• Use sales methodologies correctly and appropriately – this includes Corporate Visions, WNB Process and any future recognised and formally trained processes.
• To operate within SG&A budgets ensuring that all SG&A expenditure is measured and recorded appropriately and correctly on BT systems in a timely manner and following local instructions giving management a clear and accurate view of these metrics.
• Ensure that utilisation is measured and recorded appropriately and correctly on BT time recording systems in a timely manner and following local instructions giving management a clear and accurate view of resource metrics.

Key Stakeholders

• Security Sales Directors
• Senior Manager, Sales Specialists – Security
• Sub Verticals MDs and their direct reports.
• Customer-facing sales teams e.g. Sub-Vertical sales leads or Client Partners of accounts
• High touch sales executives and managers at external Vendors and suppliers of Security products, services and consultancy. Is accredited where required
• Key customer contacts up to and including C-level across named accounts.

Capabilities

• Expert understanding of current trends in the wider security marketplace
• In depth knowledge of their customer base and the business sectors where they operate
• To be recognised as an expert in one of BT Security portfolio areas and to be proficient in the understanding and sale of solutions into which product fits.
• To be confident in the presentation of adjacent products and in the closure of business contracts
• To achieve and maintain BT internal accreditations and external vendor accreditations related to portfolio.
• To be able to present confidently on BT Security Sales Strategy and position BT in the marketplace.
• Must have a very good understanding of the competitor landscape and an awareness of their capabilities (and those of competing technologies).
• Be able to translate customer/market needs and business outcomes into propositions that address their specific requirements

About us

BT is part of BT Group, along with EE, Openreach, and Plusnet.

Millions of people rely on us every day to help them live their lives, power their businesses, and keep their public services running. We connect friends to family, clients to colleagues, people to possibilities. We keep the wheels of business spinning, and the emergency services responding.

We value diversity and celebrate difference. ‘We embed diversity and inclusion into everything that we do. It’s fundamental to our purpose: we connect for good.’

We all stick to the same values: Personal, Simple, and Brilliant. From day one, you’ll get stuck in to tough challenges, pitch in with ideas, make things happen. But you won’t be alone: we’ll be there with help and support, learning and development.

This is your chance to make a real difference to the world: to be part of the digital transformation of countless lives and businesses. Grab it.

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.