Major Deals and Business Development Lead

Why Wholesale?

We have 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. We also provide network IT services to corporate and public sector organisations in the Republic of Ireland.

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 Fleet Solutions and BT Redcare. We also offer specialist enterprise services to our Internet of Things customers.

The Wholesale Sales function partners with and delivers capability to our biggest customers (across the UK and beyond), who in turn deliver communication services to their customers. In Wholesale, we leverage BT’s assets, diversity and sales excellence to provide these customers with best in class, innovative technology that empowers their customers’ future.

Why this job matters

At Media and Broadcast we are at the forefront of broadcast technology, constantly updating our approach to meet market demands and to ensure we are delivering a world-leading global network for the next generation of media and broadcast services. Media and broadcast businesses have relied on our network and services to deliver flawless networked video for more than 60 years. We have built our market-leading network on reliable, high-quality fibre. 

We move up to 16,000 hours of content a day through the London Switch, serving more than five hundred media production and distribution customers around the world. As well as being the backbone of all UK TV services, we distribute global TV channels.

What you’ll be doing

• Lead the identification, shaping, and delivery of major sales opportunities across the existing customer base and selected new logos.
• Collaborate closely with cross-functional teams (account managers, technical specialists, finance, legal, and commercial) to own end-to-end bid processes, lead bid teams through RFP/RFI responses, and ensure robust commercial solutions.
• Use strategic thinking and market insight to identify new opportunities, spot trends, and represent BT professionally at industry events and key customer engagements.
• Build and maintain strong senior customer relationships, leading high-level engagements to understand needs and position BT’s solutions.
• Take accountability for deal commercials and business outcomes; structure profitable agreements by working through complex problems, managing virtual teams, and driving revenue and margin growth.

The skills you’ll need

What we would like to see on your CV

• Proven experience in major deal sales, business development, or account management, with a track record of winning, negotiating and closing significant deals and driving business growth.
• Strong commercial acumen with excellent negotiation skills; ability to solve complex problems, structure creative solutions, and navigate bid processes and commercial governance.
• Excellent communication, leadership and stakeholder management skills, with the ability to lead virtual teams across functions and influence senior internal and external stakeholders.
• Resilient, strategically minded, and ambitious professional with proven success in large, complex bids (including non-standard terms and 3-18 month sales cycles) and a demonstrated ability to deliver on business objectives beyond core targets.
• Familiarity with the Media and Broadcast sector and understanding of its market dynamics.

Benefits include

• On target commission
• BT Pension scheme, minimum 5% Employee contribution, BT contribution 10%​
• From January 2025, equal family leave:  receive 18 weeks at full pay, 8 weeks at half pay and 26 weeks at the statutory rate. It’s for all parents, no matter how your family is made up.​
• Enhanced women’s health support: including help with menopause symptoms, cancer screenings, period care and more.​
• 25 days annual leave (not including bank holidays), increasing with service​
• 24/7 private virtual GP appointments for UK colleagues​
• 2 weeks carer’s leave ​
• World-class training and development opportunities​
• Option to join BT Shares Saving schemes.​

Flexible working

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.