About this role

As a DR to the Senior Sales Manager of the North & Midlands CPS Leadership team, this role will be accountable for early stage sales activities working over a 1-5-year cycle depending on the specific market and customer procurement processes. You will be responsible for developing and managing the pipeline of projects in a 1-5-year timeframe, to increase BT’s wallet share in high-potential accounts within the region, and to create a pipeline for growth in our field-based accounts, typically with opportunity £1m+.

This role will be accountable for building strong relationships with our field based customers in order to become engaged in the long term strategic planning conversations that will lead us to the solutions that can transform our customers businesses, as well as working in collaboration with C level Business Development roles to determine whether a deal is strategically and financially advantageous for BT or if it carries too high a risk to drive it forward.

You will be expected to have a deep understanding across 3 areas – 1. customer commercial & technical challenges, 2. BT portfolio and 3. Market for communications/IT/managed & professional services in the UK, and the ability to bring these things together into a compelling and productive conversation with stakeholders at the most senior levels in our customer base.   

This role is important to BT’s commercial risk in that it operates stringent qualification criteria at every stage, in order to validate whether BT’s scare resources should be applied to the opportunity or whether we should ‘no bid’ and focus on something else.

You'll have the following responsibilities

• Recommend pipeline and identify specific opportunities to be taken forward
• Develop long-term relationships with senior stakeholders
• Make recommendations on sales opportunities based on a qualification and assessment of resources required, cost of capture and likelihood of success
• Feed into marketing campaigns – who do we target and influence
• Gain insight of segmentation within the regional market
• Have strong links to Account Managers, benefitting from shared knowledge and aligned aim
• Identify and gain understanding of likely procurement routes and the process around them, including budgeting and signoff process and key stakeholders

You'll have the following skills & experience

• To qualify and develop the opportunities in a way that they’re uniquely suited to BT
• Within specific region/market harness BT’s capabilities to identify, influence and successfully support pursuing key opportunities over the next 5 years
• Work with the account management and wider business development teams to ensure potential opportunities of £1m+ for BT in the market are identified
• Build and maintain a credible profile as an expert in the relevant region/segment
• Have strong relationships with key stakeholders, know their customers and are able to shape their needs to maximise chance of winning the deal and know the win price for the deal 
• To rigorously qualify and continuously make informed judgement on chance of winning deal, providing a ‘win rating’ to make comparisons with competitors so can identify whether to invest resources
• Proven track record of engaging at senior level with customers who’s typical addressable spend is above £1m to identify, crystallise and peruse opportunities to win business for BT
• Familiarity with BT’s range of products, services and solutions
• Ability to connect them with customers commercial and strategic needs

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.

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!