Dec 13, 2019, 11 : 59 : 00 PM
Our purpose is to use the power of communications to make a better world. For each other, for our customers, for society and our communities.
We need you to help us do this.
Why this role matters
M2M is central to BT’s growth strategy. This role is a part of a specialist team focussed on managing and growing BT’s ambitions in the M2M space, working to become a globally significant M2M supplier & solution provider by levering our unique position.
M2M & IOT CONNECTIVITY is the technology that supports wireless communications between machines, people & process. There are many applications of this technology, including :
Usage based insurance
DSL failover, rapid site deployment
In addition to established markets there is rapid growth in consumer focussed M2M applications such as tablets & wearable technology.
The current M2M industry annual growth rate exceeds 30% making it one of the strongest growth areas BT Wholesale & Ventures.
This growth trend will accelerate with the lead into IoT (Internet of Things) driven by new technologies, new bearer networks and evolving business models.
What you'll be doing
The role holder is a strategic professional, responsible for representing BT M2M and selling its products, services and bespoke solutions across nominated vertical sectors internally and externally.
The role holder will have a commercial and technical understanding of the M2M solution & IOT Connectivity portfolio in order to articulate a proposition to a customer such that it meets their requirements.
He / she stays abreast of the latest sales developments, market trends, and contributes to the functional strategy by applying their knowledge within the organisation.
A go to market approach around key identified verticals will our core focus and the role holder will be vertical & product specialist building a network of internal and external contacts, delivering Account Development Plans, intelligence and a drive to be the leading player in the assigned vertical.
The role is responsible for developing structured management and growth plans for high profile customers against a defined revenue based target.
The role requires proactive engagement with multiple LOB.
Establish and develop a pipeline of new business opportunities across nominated vertical market sectors internal and external to BT and drive these opportunities to deal closure and contract;
Deliver new revenues and explore leads and create self- generated business;
Responsible for the chosen vertical with a P&L approach with the ability to understand wholesale commercial negotiations and impact;
Work with the account management team to ensure smooth handover;
Establish and maintain contact databases for customers / suppliers / partners;
Establish and maintain wide sales network within and across the business carrying out briefings to the internal channels;
Training and self-training activities to understand the M2M solution and IOT Connectivity product portfolio so that the role holder may efficiently translate customer requirements into standard and or bespoke offerings which meet their needs;
Develop sales engagement plans (including customer meetings) and produce evidence of such for review at regular review sessions.
Actions and minutes required for all customer engagement;
To assist in forecasting business, sales planning and the development of sales strategy within product area, sector area and customer account;
Identify potential partners and work with them on joint plans;
Provide business intelligence on the M2M market and competitive landscape in the form of written and oral reports;
Maintain high CSAT scores;
Adhere to business and personal KPI and objectives;
To work as a part of a sales team and to take ownership of becoming a product champion to ensure the wider team are best supporting each other;
Engage with M2M products, operations & other key stakeholders.
Short and medium strategy and overall business philosophy typically guide this role;
Impact is medium-term but may be involved in longer term strategic planning;
Develops commercially sound solutions that influence business unit results and improve customer relationships;
Increased awareness of functions outside of own business area;
Able to engage at Board level both internally and externally to strategically position BT M2M for maximum competitive advantage.
We'll also need to see these on your CV
5 Key Skills
Experience to self-generate new acquisitions - create a sales pipeline from scratch to revenue;
Ability to utilise commercial acumen with internal and external stakeholders;
Demonstrable track record in regularly delivering sales targets;
M2M market experience selling connectivity & solutions B2B (direct, internal and external channels) - or willing to learn and become an expert;
Confidence to thrive in a fast paced, team based, entrepreneurial environment.
Essential - driving licence
Why choose us?
We value different perspectives, skills and experiences. We’re creating an inclusive working culture where people from all backgrounds can succeed.
That’s why we welcome applications from all parts of the community.