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Account Manager, Majors (153248)

Job function : Core Sales

Main location : UK & Ireland-United Kingdom-London-London

Schedule : Full-time

Working pattern : Standard

Salary : Competitive

Closing date : Jun 9, 2021, 11:59:00 PM

EVP

Our mission is to break down the barriers of today to release the potential of tomorrow. Join us today and release yours.

About this role

This role involves the management of sales activity into the Central Civil Government Departments. The role holds accountability for the new sales elements of P&L of the account base including how budgets are aligned and used for resourcing to win new business with a high degree of autonomy with customer relationships whilst adhering to BT's codo of practice.

BT Enterprise has around 1.2 million customers and serve over half the FTSE 350. Our customers range from big household names, government departments and public service organisations right through to small businesses and new start-ups. We cover both the communications and IT services markets. Overall we’re focused on four main product markets: Fixed Voice; Mobility; Fibre and connectivity; networked IT services provided over the biggest UK network in both fixed and mobile communications.

Our Wholesale business helps communications providers (CPs) and other organisations provide fixed or mobile phone services. Our ventures provide mass-market services like directory enquiries and payphones, and enterprise services including BT Redcare. We also offer specialist enterprise services to our Internet of Things customers.

Corporate & Public Sector Sales function is focussed on driving value for customers of more than 100 employees. Customers at this level require a higher degree of intimacy with more complex solutions or integrations. We’ll be organised regionally to bring our field sales teams near to Enterprise’s customers – both current and potential. There is a dedicated team, with a national focus, for major public sector accounts – enabling us to manage our key Government and Defence relationships consistently and securely.

We’ve been using technology to help transform defence, police and central government. We’ve long been at the forefront of improving Major Government service delivery through visionary technological transformation, better enabling frontline workers, helping organisation innovate for change and protecting networks and data from cyber attacks. From major contracts like DFTS in defence, to enabling police forces and local authorities to work more effectively, securely sharing information and utilising key resources more effectively. Within Central Govt we will rebuild our relationships within the key state departments and agencies, transform our relationship with the cabinet office and place our bets for profitable growth, executing over the next 5 years.

You'll have the following responsibilities

* Proactively contributes to the Account Strategy function by supporting the Sales Director in the creation of the Account strategy and Account Development Plan for client (Account Development Plan – ADP)
* Take responsibility for developing successful, sustainable and profitable long term relationship with customers within a complex hierarchy structure, to include responsibility for escalation management to appropriate level
* Proactively develops a strong understanding of the customer’s requirements and transformational roadmap Ensure robust account development plans exist for each customer accurately portraying the competitive landscape and how BT is positioned within it.
* Collaborates with Business Development to land key strategic opportunities
* Creates industry level consortia to identify and solve medium to long term business problems
* Drives customer satisfaction improvements to increase Net Promoter score within the account. Define, develop and own key customer relationships and customer contact strategy.

You'll have the following skills & experience

Skills Required

* Commerical awareness: externally recognised expert within the company for the clients ICT needs and within the client base for the procurement options
* Business acumen: demonstrable ability to Identify, Influence and deliver the sales strategy and the plan for the accounts in order to defend existing revenues and create the platform for incremental profitable revenue growth
* Negotiation skills: possesses strong ability to reach win-win solutions. Successfully completes complex negotiations
* Relationship and stakeholder management: possesses strong stakeholder management skills to effectively establish communication channels/techniques to influence the wider senior stakeholder team. Manages internal and external stakeholders

Experience you wyould be expected to have:

* Likely to have a minimum of 3 years sales management experience in Telco or Technology sectors
* Proven experience using extensive knowledge of BT Products and services (or understanding of Mobile, Fixed Voice, Cloud and data within the Telco or Technology sectors) to deliver commercially sound complex customer solutions/ managed services whilst maintaining a positive experience for customers
* Proven personal sales experience in Telco or Technology sectors with proven credibility to operate with clients across within UK Private and, or Local Government sector.
* Awareness of a range of selling techniques and a professionally recognised accreditation such as SPIN, NLP or similar
* Proven experience creating a virtual team to deliver commercially sound complex customer solutions/ managed services whilst maintaining a positive experience for customers
* Proven track record of sales and account development working with large Government customers

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 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 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!
Account Manager, Majors (153248)

Job function : Core Sales

Main location : UK & Ireland-United Kingdom-London-London

Schedule : Full-time

Working pattern : Standard

Salary : Competitive

Closing date : Jun 9, 2021, 11:59:00 PM

EVP

Our mission is to break down the barriers of today to release the potential of tomorrow. Join us today and release yours.

About this role

This role involves the management of sales activity into the Central Civil Government Departments. The role holds accountability for the new sales elements of P&L of the account base including how budgets are aligned and used for resourcing to win new business with a high degree of autonomy with customer relationships whilst adhering to BT's codo of practice.

BT Enterprise has around 1.2 million customers and serve over half the FTSE 350. Our customers range from big household names, government departments and public service organisations right through to small businesses and new start-ups. We cover both the communications and IT services markets. Overall we’re focused on four main product markets: Fixed Voice; Mobility; Fibre and connectivity; networked IT services provided over the biggest UK network in both fixed and mobile communications.

Our Wholesale business helps communications providers (CPs) and other organisations provide fixed or mobile phone services. Our ventures provide mass-market services like directory enquiries and payphones, and enterprise services including BT Redcare. We also offer specialist enterprise services to our Internet of Things customers.

Corporate & Public Sector Sales function is focussed on driving value for customers of more than 100 employees. Customers at this level require a higher degree of intimacy with more complex solutions or integrations. We’ll be organised regionally to bring our field sales teams near to Enterprise’s customers – both current and potential. There is a dedicated team, with a national focus, for major public sector accounts – enabling us to manage our key Government and Defence relationships consistently and securely.

We’ve been using technology to help transform defence, police and central government. We’ve long been at the forefront of improving Major Government service delivery through visionary technological transformation, better enabling frontline workers, helping organisation innovate for change and protecting networks and data from cyber attacks. From major contracts like DFTS in defence, to enabling police forces and local authorities to work more effectively, securely sharing information and utilising key resources more effectively. Within Central Govt we will rebuild our relationships within the key state departments and agencies, transform our relationship with the cabinet office and place our bets for profitable growth, executing over the next 5 years.

You'll have the following responsibilities

* Proactively contributes to the Account Strategy function by supporting the Sales Director in the creation of the Account strategy and Account Development Plan for client (Account Development Plan – ADP)
* Take responsibility for developing successful, sustainable and profitable long term relationship with customers within a complex hierarchy structure, to include responsibility for escalation management to appropriate level
* Proactively develops a strong understanding of the customer’s requirements and transformational roadmap Ensure robust account development plans exist for each customer accurately portraying the competitive landscape and how BT is positioned within it.
* Collaborates with Business Development to land key strategic opportunities
* Creates industry level consortia to identify and solve medium to long term business problems
* Drives customer satisfaction improvements to increase Net Promoter score within the account. Define, develop and own key customer relationships and customer contact strategy.

You'll have the following skills & experience

Skills Required

* Commerical awareness: externally recognised expert within the company for the clients ICT needs and within the client base for the procurement options
* Business acumen: demonstrable ability to Identify, Influence and deliver the sales strategy and the plan for the accounts in order to defend existing revenues and create the platform for incremental profitable revenue growth
* Negotiation skills: possesses strong ability to reach win-win solutions. Successfully completes complex negotiations
* Relationship and stakeholder management: possesses strong stakeholder management skills to effectively establish communication channels/techniques to influence the wider senior stakeholder team. Manages internal and external stakeholders

Experience you wyould be expected to have:

* Likely to have a minimum of 3 years sales management experience in Telco or Technology sectors
* Proven experience using extensive knowledge of BT Products and services (or understanding of Mobile, Fixed Voice, Cloud and data within the Telco or Technology sectors) to deliver commercially sound complex customer solutions/ managed services whilst maintaining a positive experience for customers
* Proven personal sales experience in Telco or Technology sectors with proven credibility to operate with clients across within UK Private and, or Local Government sector.
* Awareness of a range of selling techniques and a professionally recognised accreditation such as SPIN, NLP or similar
* Proven experience creating a virtual team to deliver commercially sound complex customer solutions/ managed services whilst maintaining a positive experience for customers
* Proven track record of sales and account development working with large Government customers

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 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 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!
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