5 months ago
Security Sales Specialist (115890)
: Sales and Client Management
: UK & Ireland-United Kingdom
Salary : Competitive
: Jul 12, 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
The BT Security Sales team is a specialist organisation that sits within BT Global, with responsibilities in the UK (Enterprise and Global) for delivering the BT Security Sales targets.
Individuals are furnished with a personal target that’s helps to achieve these numbers. The role holder will own a personal ICV target, plus will deliver towards the Regional revenue target
The Security Sales Specialist team create, own and close Security Opportunities. Sales Specialist’s lead Security engagement in face to face customer interactions to design, price, present and ultimately close profitable business for BT Global, BT Enterprises and the BT Group.
The team is made up of a number of commercial and Security aware Sales Specialists, who understand client Digital Business Drivers/requirements, map these to BT Security Solutions and drive towards an end sale.
Our customer base extends across all of the BT Group Customer Facing Units, encompassing all Global Services accounts and Enterprise across all of its CFU’s – CDaP (Central Government, Defence and Police) Local Government & Health, Major Corporate, Corporate, SME, Consumer and BTLB.
By demonstrating Security based Commercial thought leadership the Sales Specialist team can help our customers navigate a complex security environment, thereby driving the sale of security services to generate short & long term profitable revenue for BT group.
What you'll be doing
The primary accountabilities of the role are.
Achievement of personal Security ICV target, with a primary focus in the selling of standard based security solutions via tactical opportunity selling into new or existing BT Accounts
Growth of ICV Pipe to 3 x required target
Ownership of a number of named Focus, Develop or Incubate accounts, with ownership of strategy to grow BT security business.
Accurate forecasting using Sales Force and BT Security Pipeline tools
Direct engagement with Decision Makers and influencers within new and existing BT customer base.
Being seen as an expert in the BT Security resell and Managed Service portfolio
Minimum of 12 customer facing interactions per month (physical or virtual) to drive pipeline and sales target achievement
Make time for, and hunt out opportunity for training – to be seen as an expert in the field of BT Security resale and BT Security Managed Service. To also be seen as knowledgeable on Cyber and Intelligence portfolio
To operate within budgets ensuring that all expenditure is measured and recorded appropriately and correctly on BT systems in a timely manner and following local instructions giving management a clear and accurate view of these metrics.
Ensure that utilisation is measured and recorded appropriately and correctly on BT time recording systems in a timely manner and following local instructions giving management a clear and accurate view of resource metrics.
To build and maintain senior relationships internally with all key stakeholders and externally with all appropriate clients.
To lead Sales Opportunities to closure with internal and external stakeholders. Focusing on Standard and Non-standard portfolio
We'll also need to see these on your CV
The keys skills you will need to display in fulfilling the role are.
Proven track record of sales target achievement
Proven track record of sales forecasting, to ensure accurate forecasting against target, with an appropriate plan and prospect coverage to meet target.
Sales capability in a specialist function
Ability to sell at senior decision maker level, but not expected to be at C Level engagement.
Good Knowledge of the Cyber and Intelligence offerings
Good knowledge of the UK and Global security market. Including knowledge of key security trends, customer requirements by LOB and Vendor solutions to help customers achieve Security excellence
A thorough understanding of the standard security launched products
Able to ensure all required commercial assurance processes are followed
* Educated to degree level and 1 year + experience in selling standard security resale and Security managed service solutions from the desk and field – Mandatory
* Experience working in a Vendor or System Integrator environment within the Security, Data Networking or any other relevant industry - Mandatory
* A track record of working a Decision maker Level within customers and the ability to work across functional boundaries at that level - Preferred
Involvement in Standard and non-standard type bids following the WNB process - Preferred
Qualification of opportunities to agree should BT qualify out or pursue
Understand Customer requirements and lead on deciding what solution will give BT best win chance
Decide if solution can be sold using standard or non-standard or complex products. If Complex, raise for support from experienced team members
ID if a customer is incubate (tactical one time sale) or is potential for Develop or a Focus account methodology. If Focus or Develop highlight to management and then create applicable account plans