Senior Specialists (Major Accounts)
London, United Kingdom, UK
6d ago

About this role

Reporting to the Senior Sales Manager of the CPS Leadership team, this role will be responsible for the end to end strategy on everything related to our most complex / emerging specialist solution adoption within regional sales teams.

You will be accountable for engaging directly with the customer on BT’s largest opportunities, usually with SOV GM £5m+.

Highly refined persuasive skills are needed; this role is the main point of persuasion with the customer to buy more novel and complex solutions.

Needs to influence and draw on a range of capabilities across Enterprise, including technical pre-sales, technical design, bid finance and bid management to construct highly compelling proposals for customers.

Emphasis is placed on maintaining an extensive, deep, and broad knowledge of the customer solutions that BT might provide in the areas covered, and the ability to translate these into a commercial story for the customer.

Therefore, an in-depth understanding of the BT portfolio and how to pull elements together to provide business changing solutions to the customer is needed, generating quality opportunities and the ability to differentiate our offerings against those of our competition.

Working with our strategic partners, internal product managers and portfolio groups both to ensure a deep architectural knowledge of area of specialism and to influence the development of capabilities to maximise customer interest

Gaining access to the most senior CX level client stakeholders where we will build client relationships and help deliver their business strategy especially in the technical parts of customer (e.g. CTO / CIO).

Expected to use skills and knowledge to influence the strategic direction of the EE and BT propositions portfolio based upon customer market knowledge.

In touch with the latest trends and developments in our industry, with a particular knowledge spike in the specialist area and able to present authoritatively with customers and internal stakeholders to share knowledge and improve others learning

You'll have the following responsibilities

  • Managing, delivering and exceeding all Sales targets, based predominantly on SOV GM (new growth opportunities for Enterprise) for a defined base of the largest and most complex customers across the region
  • Maximising the profitability of complex solutions from BT’s portfolio
  • Influencing account managers and account directors to extend the portfolio of products, services and solutions that they will introduce to their customers, thus creating incremental sales opportunities across the EE and BT portfolio, develop pipeline (3 x SOV target)
  • As a more senior member of the specialist frontline community, accountable for inspiring, coaching and developing D level frontline sales specialists
  • Driving the attachment of service to product sales ensuring a rich mix, in order to create stickiness with customers
  • You'll have the following skills & 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
  • 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
  • Rewards

    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 and on-target bonus plan
  • World-class training and development opportunities
  • 25 days’ annual leave (not including bank holidays)
  • Discounted broadband, mobile and TV packages
  • Car allowance (dependent on your role)
  • Share option and pension scheme programmes
  • Automatic enrolment into our Sales as Profession’ community
  • Flexible benefits to fit around 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

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