About this role

We’ve always been an organisation with purpose; to use the power of communications to make a better world. You can trace this back to our beginning as pioneers of the world’s first telecommunications company. At our heart we’re a technology company with research and innovation in our bones and a desire to be personal, simple, and brilliant for our customers - those are the values we live by whilst also creating an inclusive working environment where people from all backgrounds can succeed.

Our pursuit of progress over the past 180 years has established BT as a strong, successful brand, with huge scale capable of achieving great things. From supporting emergency services, hospitals, banks and keeping economies around the world online, safe and secure, to delivering large scale technology infrastructure like the creation of BT Sport.

Today in this fast changing, always on, digital world our purpose remains true. Yet the market conditions, regulation and competition we face are tougher than ever before. So if you have the drive, optimism and resilience to help propel us forward we’ll offer unrivalled personal development, a wealth of opportunities to learn, experience new things and pursue new careers. If that’s you and what you’re looking for, we’d love you to be part of our future.

This is an exciting new role that has a truly pan-BT Group focus whilst sitting within BT Major Government. Many hundreds of BT customers are eligible to utilise Public Sector frameworks – from the largest central government departments, through to health trusts and hospitals, housing providers, schools and charities. Within BT, this maps across BT Enterprise (from Public Sector, to Corporate, SME and BT Local Business), Global Services and Group Engineering Services. This new role sits within BT Major Government where we are the leaders of the frameworks business on behalf of BT Enterprise. This means that the role holder will work across all market units in major government where frameworks are relevant, as well as supporting other part of BT where relevant. With a new focus on creating a brand new healthcare business unit, then the role holder will be instrumental in securing new health frameworks to support the ambitions of selling more clinically focused solutions through securing places on frameworks that may be brand new to BT. The jobholder is responsible for the successful achievement of strategic initiatives to win places on new frameworks, driving new business, revenue growth, business improvement and sales enablement using frameworks.  The key objective is to increase public sector revenue and reduce cost-of-sale through effective use of frameworks, working with nominated BT lines of business across the group. This involves helping to identify new frameworks that BT should aim to secure a place on, linking the framework to the wider public sector strategy and our propositions roadmap. The role additionally leads on consultative services to our external customer base around procurement options & routes to market in the Public Sector.

You'll have the following responsibilities

Horizon scanning the public sector business within BT to identify public sector frameworks that BT should pursue

Qualifying all public sector frameworks to understand the relevance of the framework to our customer base, our propositions roadmap, our public sector strategy and identifying the potential addressable market

Leading pan BT virtual bid teams on suitably qualified framework bids to secure places on frameworks to BT’s advantage

Using the Winning Business Process to engage the Enterprise team to sign-on and sign off various framework related bid activity in pursuit of the frameworks strategy

Understanding the frameworks roadmap of both new frameworks coming to market as well as those that are coming to and end, looking for replacement frameworks to ensure that we always have a route to market for relevant propositions to the public sector customer base

Delivering our framework strategy through promotion and use of Crown Commercial Service (CCS) and other frameworks with sales & specialist teams across nominated BT Public Sector lines of business, and other BT business lines whose customers are eligible to make use of such frameworks.

Working with sales, strategy, commercial, service and product teams to identify suitable frameworks as key routes to market, developing internal business cases to secure and implement against sector go to market strategies

Owning and developing business simplification and improvements to enable easier selling through our frameworks.

Maintaining and driving strong profitable growth across the business through sales enablement & coaching.

Working closely with Regional Sales Directors, Sales Managers and Sales teams to educate and promote use of frameworks.

Customer consultation and engagement as subject matter expert, covering procurement options & developing key customer relationships, creating a strong level of trust

Continuous business improvement & implementation through effective use of project & programme methodologies.

Regular review & ownership of sales / commercial process simplification around the effective use of frameworks to make selling easier.

Working with Regional Sales Directors to understand market unit mid-term plans (MTP) and how frameworks can be used to drive delivery.

Plans and executes joint strategic business development activities to address public sector end-customer opportunities. Develops key relationships with senior decision makers internally or externally, and actively participates in early sales cycle customer presentations in order to secure BT’s position as preferred supplier.

Capitalising on change control & contract extension options for customer contracts under the frameworks, once in-life – reducing cost of sale on repeatable business.

You'll have the following skills & experience

Consultative approach – listens to, and engages with others to seek and understand all points of view. Takes the lead in key stakeholder management to build effective relationships, contributing positively to the growth of our business.

Business change management – uses experience and knowledge to deliver effective, simple solutions around business improvement and process simplification.  

Public sector procurement – subject matter expert in public sector frameworks and procurement models.

Commercial acumen – experience of leading on development & implementation of business cases, and successfully bringing to completion through use of project/programme planning and delivery methodologies.

Commercial awareness - understanding of product & proposition development processes and of the commercial framework, technology, competitors and market requirements.

Relationship and stakeholder management – strong interpersonal skills, enabling development of excellent customer & business relationships at senior stakeholder levels of engagement, creating high levels of trust.

Experience you would be expected to have:

Experience utilising and exploiting national / regional framework procurement vehicles

Held previous responsibility for contract or commercial management

Frameworks, product or portfolio management experience and a strong track record of delivery

Led on transformational change activities

Building business cases and / or frameworks requirement definitions

Knowledge of the UK Public Sector marketplace and experience of the issues and drivers in this unique environment

Experience leading or managing complex customer bids from qualification through to delivery

Sales experience including business development, qualification, forecasting, planning and closing

Telecommunication’s market knowledge

Strong business development & planning experience with analytical skills

Internal and External negotiation and influencing roles

Awareness of the winning business process and use of RAPID

Benefits

At BT, we entertain, educate and empower millions of people every single day. We’re a brand built on connecting people – whether that’s friends, family, businesses or communities. Working here, you’ll receive an attractive salary and a range of competitive benefits, but – more than that – you’ll be joining an ambitious organisation with a culture of togetherness, collaboration and inclusivity, that takes a genuine and proactive interest in your progress and development. Benefits of working for BT include:

Competitive salary 

World-class training and development opportunities

25 days’ annual leave (not including bank holidays)

Discounted broadband, mobile and TV packages

Share option and pension scheme programmes

Flexible benefits to fit around you

BT is an equal opportunities employer. We’re working hard to create an inclusive working environment, where people from all backgrounds can succeed. We want to make sure your recruitment experience is the best it can be – so, if you’re selected for an interview, please let us know if there’s any adjustments we can make that would be helpful for you.

About 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? You can read more here about what it's like to work at BT

How to Apply

It's easy to apply online; you just need a copy of your up-to-date CV and to follow the step-by step process. Don't worry if you need to make changes - you'll have the opportunity to review and edit your work on the final page. We look forward to receiving your application!