Senior Manager, Business Development (Key Corporate)

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.

About the role

As a DR to the Senior Sales Manager of the North & Midlands CPS leadership team, this role will be responsible for creating a pipeline for growth in our key and major accounts, where our share of wallet is low enough that there is significant opportunity for Enterprise.

This role will be responsible for developing and managing the pipeline of projects in a 1-5-year timeframe, to increase BT’s wallet share in high-potential accounts within the region. Typically, these opportunities will be complex in nature (solutions spanning multiple product towers) and significant in size (typically £5m+ SOV). You will have a strategic ‘up and out focus’ driving pipeline for the region.

This role will be responsible for building deep relationships at senior levels with our largest customers in order to become engaged in the long-term strategic planning conversations that will lead us to the solutions that can transform our customers businesses.

This role will be accountable for early stage sales activities working over a 1-5-year cycle depending on the specific market and customer procurement processes.

A comprehensive understanding across 3 areas is needed – 1. Customer commercial & technical challenges, 2. BT portfolio and 3. Market for communications/IT/managed & professional services in the UK and the ability to bring these things together into a compelling and productive conversation with stakeholders at the most senior levels in our customer base.

As the senior role in Business Development, you will be responsible for setting the standard and guidelines for business development activities in CPS, providing coaching, mentoring and developing to D level Business Development roles. You will be required to be experienced enough to advise if the deal is strategically and financially advantageous for BT or if it carries too high a risk to drive it forward.

Responsibilities 

• Building stakeholder relationships and shaping customers need
• Grow pipeline and identify specific opportunities to be taken forward
• Identifies ~5 programs and Major Bid
• Develop long-term relationships with senior stakeholders. These could be at any level but should extend up to at least MPs/CEOs of large Public and Private sector organisations
• Prioritise sales opportunities based on a qualification and assessment of resources required, cost of capture and likelihood of success
• Lining up marketing campaigns – who do we target and influence
• In addition to Business Development, help inform BT’s future proposition and product development for the future based on emerging customer strategies and needs
• Look at segmentation of the regional market
• Have strong links to Account Managers, benefitting from shared knowledge and aligned aim
• Identify and gain a deep understanding of likely procurement routes and the process around them, including budgeting and signoff process and key stakeholders

Skills

• To qualify and develop the opportunities in a way that they’re uniquely suited to BT, facilitate the conversion of them into a profitable business
• Within specific market harness BT’s capabilities to identify, influence and successfully pursue key opportunities over the next 5 years
• Work with the account management and wider business development teams to ensure potential opportunities of £5m+ for BT in the market are identified
• Build and maintain a credible profile as an expert in the relevant region/market (e.g. speaking at sponsored events)
• Have strong relationships with key stakeholders, know their customers and are able to shape their needs to maximise chance of winning the deal and know the win price for the deal
• To rigorously qualify and continuously make informed judgement on chance of winning deal, providing a ‘win rating’ to make comparisons with competitors so can identify whether to invest resource

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

• Share option and pension scheme programmes

• Flexible benefits to fit around you

Who is the BT Group
We're the leading communications provider with customers in 180 countries. Across the world we enable customer's digital transformations so they can thrive. our focus is simple: be the global provider-of-choice for managed network and IT infrastructure services..