Senior Manager, Strategic Partnerships, Hyperscalers, DC & Software

Why this job matters

The role is flexible to be considered to be based in Dallas or other cities in US.

Our partners are key for BT International becoming more relevant to our clients, and hence scaling up our strategic platforms. Scale is essential to provide highly resilient platforms clients can trust.

As part of International we have created a new function, Strategic Partnerships & Marketing, to unlock potential with our partners and improve speed to market from joint value proposition identification to volume sales.

This role is critical to define and drive our relationship with our Hyperscalers (eg. Google, AWS, Microsoft), DC (eg. Equinix, Digital Realty) and Software (eg. SAP, ServiceNow) partners both commercially in year as well as strengthening our longer term strategic relationship. These partnerships are identified as critical to the success of BT International.

This role owns our commercial target for associated revenues and our engagemet model with these partners. This is a senior role advising Senior BT Executives on the ecosystems opportunities and representing BT views to the leadership of these partners. This role is responsible to lead a team dedicated to growing value with between 1-5 direct reports and influencing a much broader set of stakeholers within the strategy, technology, product, commercial and sales functions.

What you’ll be doing – your accountabilities

1. Create and execute our disruptive joint partnership plan with the proposed ecosystem area: driving partners alignment to strategic objectives, identifying winning business models and activating the plan within our channels.

2. Lead partnership prioritisation, identification of the most promising joint value propositions, drive them to launch and to successful commercialisation.

3. Governance with regular engagement and alignment with senior partner stakeholders to optimise relational exchange and maximise the efficiency of value creation.

3. Define joint value propositions; create break through opportunities from strong knowledge of our partners and the industries in which they operate.

4. Proactively manage our commercial partnership including monitoring and reporting progress on the delivery of partnership plan and optimisation of programmes, rebate targets and cost transformation.

5. Input to Procurement’s negotiation of new contracts and ensure this delivers on our partnership strategy

6. Manage Executive reporting and performance reviews, e.g. QBRs and ensure BT Senior Leaership maintain relationships effectively

7. Brief and advise Senior BT Executives on Partner strategies and future programmes in support of clear business objectives.

8. Identify key issues impacting the success of the joint revenue ambition, implement action plans for timely resolution.

9. Lead complex multi-level relationships, escalations and stakeholder expectations with a drive to obtain mutually beneficial business outcomes.

The skills you’ll need to succeed

SKILLS:

• Ability to become and behave as the expert and go to person for partner capabilities, culture, vision, strategic direction and ways of working

• Ability to think strategically about the partner relationship, input to high level BT strategy for partnerships, as well as to execute said strategy on a day to day basis

• Excellent relationship building ability across internal and external stakeholders

• Excellent multi-level stakeholder management

• Strong awareness of BT tech, associated markets, partners and competitors

EXPERIENCE:

• Big complex partnership, sales, deal or vendor management roles

• Experience working with BT partners and customers

• Commercial negotiation and management

• Background in Sales, Marketing or Partner Management

• Track record of successful disruptive new business generation

• Experience working with BT partners preferably in Voice, Cloud or Security areas

About us

BT Group was the world’s first telco and our heritage in the sector is unrivalled.  As home to several of the UK’s most recognised and cherished brands – BT, EE, Openreach and Plusnet, we have always played a critical role in creating the future, and we have reached an inflection point in the transformation of our business. 
 
Over the next two years, we will complete the UK’s largest and most successful digital infrastructure project – connecting more than 25 million premises to full fibre broadband.  Together with our heavy investment in 5G, we play a central role in revolutionising how people connect with each other. 
 
While we are through the most capital-intensive phase of our fibre investment, meaning we can reward our shareholders for their commitment and patience, we are absolutely focused on how we organise ourselves in the best way to serve our customers in the years to come.  This includes radical simplification of systems, structures, and processes on a huge scale. Together with our application of AI and technology, we are on a path to creating the UK’s best telco, reimagining the customer experience and relationship with one of this country’s biggest infrastructure companies.  
 
Change on the scale we will all experience in the coming years is unprecedented.  BT Group is committed to being the driving force behind improving connectivity for millions and there has never been a more exciting time to join a company and leadership team with the skills, experience, creativity, and passion to take this company into a new era.

A FEW POINTS TO NOTE:

Although these roles are listed as full-time, if you’re a job share partnership, work reduced hours, or any other way of working flexibly, please still get in touch.

We will also offer reasonable adjustments for the selection process if required, so please do not hesitate to inform us.

DON'T MEET EVERY SINGLE REQUIREMENT?

Studies have shown that women and people who are disabled, LGBTQ+, neurodiverse or from ethnic minority backgrounds are less likely to apply for jobs unless they meet every single qualification and criteria. We're committed to building a diverse, inclusive, and authentic workplace where everyone can be their best, so if you're excited about this role but your past experience doesn't align perfectly with every requirement on the Job Description, please apply anyway - you may just be the right candidate for this or other roles in our wider team.