Specialist Sales

Job Description

Location: London, Bristol, Birmingham, Manchester

HYBRID : 3 Together 2 Wherever

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

Closing Date: 8th September - Interviews to commence 9th September

Why this job matters

You will be responsible for aligning closely with the Account Management function to build strategic sales plans; build strong relationships with customers; develop pipeline; and successfully achieve regional sales targets. A strong emphasis on solution hunting and shaping new deals is key to this role, we want hungry and proactive sales professionals.

Maintaining a broad architectural knowledge, having opinions across all areas of BT Specialist Portfolio (Mobile, Voice, Networking, and IT), and understanding this portfolio at a sufficient level is required to generate quality opportunities, and to be able to differentiate our offerings against those of our competition. Specifically for the Private wireless and IOT solutions portfolio, you will be expected to have a deep architectural knowledge of this specialism, along with the associated systems and processes by working with manufacturer partners, internal product managers and portfolio groups.

This role will be responsible for following and understanding the latest private wireless solutions trends and developments and be able to present and share knowledge to colleagues to improve others learning, as well as delivering campaigns and events to help deliver revenue growth targets.

Particular emphasis will be placed on acting as an ambassador both in the external market and with internal stakeholders, demonstrating best in class sales behaviour and delivering excellent customer experience results.

This role will also be accountable for working with finance, commercial, propositions and Pricing to understand the P&L in detail for the customer solutions being sold to ensure margins on all deals are maximised and component pricing parameters are aligned to market expectations

What you’ll be doing

• Accountable for managing, delivering and exceeding all Sales targets, based on SOV GM and Total revenue for a defined base of customers across the region
• Accountable for building solutions that meet and exceed customers’ business needs, delivering RoI and that are the most profitably built for BT
• Accountable for maintaining a broad architectural knowledge and have opinions on leading and emerging technologies, using this to influence both customers and internal stakeholders
• Accountable for driving a high level of customer satisfaction and advocacy across the customer base through personal activity and leveraging the wider teams
• Accountable for creating a pipeline three times the size of SOV target to ensure correct cover
• Accountable for successfully developing and driving sales plans with Account Managers, using agreed methodologies, to retain existing BT business and develop and grow new revenue for BT
• Accountable for developing and maintaining an accurate forecast and qualified /robust pipeline
• Accountable for defining and developing peer and executive relationships with the virtual teams and wider BT and EE
• Working with finance and Pricing to understand the P&L in detail for the customer solutions being sold to ensure margins on all deals are maximised and component pricing parameters are aligned to market expectations

Skills and Experience

• Strong analytical skills, to include forecasting, pipeline, achievement, P&L details, detailed understanding of customer trading & buying process/cycles and the ability to analyse competitor proposals as and when required
• Stakeholder management - Ability to engage at a board level with customers to strategically position BT, its offering and competitive advantage
• Excellent financial and commercial acumen
• Strong analytical skills
• Be resilient and able to achieve against challenging targets
• Ability to plan, forecast and report against sales plan and targets
• The ability to work with the minimum of supervision, be part of a team and present a quality image
• Be willing to travel and work from customer and other BT sites

Experience you would be expected to have

• Proven track record of delivering against targets within a sales role
• Managing change, aligning and prioritising multiple demands
• Excellent communication, presentation and interpersonal skills with strong influencing and negotiation skills
• Experience of using an industry recognised sales methodology
• Familiarity with the relevant specialist sales portfolio

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.

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.