Head of Sales, Active Intelligence

Why this job matters

You’ll be working in BT’s Active Intelligence business, a growing unit in BT whose purpose is to create new sources of revenue growth through data-enabled software products. Our team has big growth ambitions centered on building innovative, customer-centric propositions that are underpinned by data and AI. This hands on, high-profile role is critical for the growth of our Data and AI solutions business, and you’ll work with one of the richest and most exciting datasets in the UK. You’ll lead our Sales and Customer Success functions as we scale our business across the UK.The Senior Sales Manager owns and facilitates relationships with strategic customers, leading a team of client partners and account managers who are focused on building trusted relationships across customers while contributing to long-term and impactful partnerships.

What you’ll be doing

• Grow revenue 100% year-on-year by:
• Working with the Director of Active Intelligence to set strategy, goals and standards for the Sales team
• Leading a small team of Sales Managers, Sales Executive and Customer Success Manager
• Developing and executing go-to-market plans for each UK market (Government, Transport, Finance, Retail, Real Estate, Media)
• Developing an efficient, repeatable sales motion to drive execution delivering a mix of one time, and SaaS sales
• Solution selling into customers
• Ensuring the team has the tools they need to succeed:  marketing materials, sales onboarding, sales training, sales methodology, quotas etc
• Collaborating with Product, Engineering and marketing to design and build our product portfolio and drive product-market fit
• Ensuring BT understands its position in the competitive landscape, keeping abreast of industry trend and identifying growth opportunities for Active Intelligence.
• Using our CRM (Salesforce) system to track activity and sales forecast, and managing KPIs.
• Accurately forecasting and reporting data, key insights and supporting metrics (pipeline coverage, sales productivity, lead generation, conversion rates, target accounts, etc.)
• Identifying and developing new sales channels, partners and areas for building value

You'll have the following skills and experience

• Proven track record of operating in a high profile SaaS sales environment
• Experience of using a recognised sales methodology to identify, qualify, and deliver sales propositions
• Capable of building a sales narrative to suit different market(s)
• Experience of partnering with product as part of customer discovery, ideation, and inception work
• Experience of lead generation activities, gathering and evaluating business metrics, delivering upon expectations, and making actionable recommendations to senior leadership in a fast-paced early scale-up environment
• Outstanding people leadership and management skills – proven ability to positively lead and motivate a team
• Outstanding written and verbal communication skills 
• Proven track record developing and implementing lead generation activities, gathering and evaluating business metrics, delivering upon expectations, and making actionable recommendations to senior leadership in a fast-paced early scale-up environment
• Expertise with CRM tools (Salesforce a must), Microsoft tools and lead generation applications
• Ability to manage several opportunities at once 
   

Benefits

• Competitive salary
• 25 days’ annual leave, plus bank holidays, and additional days for length of service
• 65% on target bonus
• Car Allowance - £5,500
• Healthcare - For you and your family
• Life Assurance 
• Pension scheme - If you pay in a minimum of 5% of your pensionable salary every month we will pay in 10%
• Option to join the benefits such as dental insurance, gym memberships etc.
• 50% off BT and EE mobile pay monthly or SIM only plans
• Exclusive colleague discounts on our latest and greatest BT broadband packages
• BT TV, including BT Sport and the NOW Entertainment membership, and 25% off NOW Sport, Cinema and Kids
• 30% discount for friends and family on EE mobile pay monthly and SIM only plans