Job Description

Closing Date: 09/07/2023
Location: London
Working Hours: 37.5

Why Business?

Our aim is to create a world-class BT Business unit that delivers long-term value for our customers, colleagues, partners, investors, and other stakeholders, both in the UK and internationally, across the full range of business segments from small enterprises to governments and multinational companies. This includes:

• Driving full integration of channels and products to best serve our business, government, and wholesale customers in the UK and internationally.
• Investing strategically in present and future needs of customers, aligned behind common digital, network and security platforms.
• Accelerating our transformation plans and delivery of next generation products and services, making it easier for customers to do business with BT and for BT to transact more profitably with customers continuing to invest in the skills, technology and partnerships required to return to growth and become the leading provider of secure multi-cloud connectivity.

BT is passionate about ensuring everyone can have an opportunity to build a successful career, to find out more view our YOU CAN video here:

Why this job matters

The Small and Medium Enterprises (SME) segment is a crucial sales channel for BT, contributing \xc2\xa31.7 billion in revenue and \xc2\xa30.8 billion in EBIT annually. With a customer base of over 1 million SMEs in the UK, this sector is experiencing an exciting phase of growth. As we implement our new Enterprise model to drive this growth, this role will play a vital part in supporting the achievement of our ambitious transformation plans and goals.

In a highly competitive market, the primary responsibility of this role is to identify opportunities and secure new business by closing sales with a diverse portfolio of SME prospects. By establishing strong relationships and effectively influencing and negotiating with key contacts and decision-makers, the role holder will not only meet but exceed targets for their prospects. To achieve this, a deep understanding of the prospects\' businesses and their transformation roadmap is crucial. The role will involve developing winning strategies that highlight how BT & EE\'s portfolio best aligns with their needs. Targets may include customer contact activity, sales pipeline health, sales order value/revenue growth, market share, and customer experience. In this role, having a hunger for learning and a willingness to embrace new approaches is essential. It will be important to explore innovative ways to engage new customers with BT and to stay ahead of the competition in the market.

What you\'ll be doing

• Prospecting accounts for new business opportunities.
• Applies comprehensive knowledge of the competitor landscape, BT portfolio and industry developments to inform approach and close new logo business.
• Maintains relationships with prospect stakeholders and negotiates with new clients to determine terms and offerings.
• Our acquisition account managers typically work with our larger SME prospect accounts who have the most complex needs.
• Accountable for winning new logos within a defined account portfolio of SME prospects - delivering consistent and profitable new business.
• Responsible for developing deep-rooted, sustainable relationships with prospects. Obtaining a strong understanding of their transformation roadmap, connectivity and telecommunications requirements.
• Leading meetings with prospects in person and virtual to define customer requirements and drive the sales cycle.
• Forecasting new logo wins and sales order value with a defined closure plan.
• Achieve and exceed new sales targets for the defined prospect account portfolio - which may include daily customer outreach and pipeline health, as well as revenue growth, market share, and customer experience.
• Work with a high degree of autonomy across prospect portfolio, ensuring sales plans are developed and delivered to secure multi-product deals, and ensure all internal stakeholders are aligned with the plan.
• Collaborate with technical sales specialists where needed, to create best in class solutions for complex client needs.
• Managing time well to allow for consistent upskilling in product and industry knowledge.

What we would like to see on your CV

• Successful track record delivering brilliant sales performance for an account portfolio

o Acquisition and/or new business experience essential
o Experience with senior stakeholder relationship management
o Experience with SME or Corporate customers preferrable

• Developed and executed strategic sales plans aligned to business strategy and values.
• Made decisions in ambiguous situations using incomplete information or differing views.
• Collaborated with people in different business locations or functions.
• Experience taking customers through a sales cycle.
• Delivered marketing campaigns to build relationships with prospects preferable.
• Developed and delivered a transformation plan for an underperforming project preferable.

The skills you\'ll need

Collaboration

Social Selling

Customer Success

Strategic Planning

Requirements Analysis

Customer Relationship Management

Business Development

Benefits include

• Competitive salary
• Up to 10% OTB annual bonus
• Pension scheme (up to 10% BT contributions)
• Flexible Hybrid working
• Access to training and development to help you grow with us
• 25 days annual leave (plus bank holidays)
• Shares Plan
• Flexible benefits: cycle to work, healthcare, etc.
• Discounted BT products and services

Our working model

BT have moved to a hybrid working model - you can work from home 2 days per week. This means you\'ll be at your contractual location 3 days a week.

Studies have shown that some people are less likely to apply to jobs unless they meet every single qualification and criteria. So, if you\'re excited about this role but your past-experience doesn\'t align perfectly with every requirement, don\'t worry - we\'d still love you to apply!

About us

BT is part of BT Group, along with EE, Openreach, and Plusnet.

Millions of people rely on us every day to help them live their lives, power their businesses, and keep their public services running. We connect friends to family, clients to colleagues, people to possibilities. We keep the wheels of business spinning, and the emergency services responding.

We value diversity and celebrate difference. As Philip Jansen, our CEO, says \'We embed diversity and inclusion into everything that we do. It\'s fundamental to our purpose: we connect for good.\'

We all stick to the same values: Personal, Simple, and Brilliant. From day one, you\'ll get stuck in to tough challenges, pitch in with ideas, make things happen. But you won\'t be alone: we\'ll be there with help and support, learning and development.

This is your chance to make a real difference to the world: to be part of the digital transformation of countless lives and businesses. Grab it.

BT