Account Director

Why Us?

With customers in 180 countries, we're a leading global business communications provider. We have 17,000 people serving multinational companies, proving the services they need to create the digital transformation of their businesses.

We provide high-performance, integrated and secure network and IT infrastructure services to global customers. It means our customers can connect easily and securely to the applications and data they need, wherever they are in the world. We’re a business focused around a global customer base and a portfolio of scalable repeatable solutions, supported by outstanding customer service and market-leading security.

To deliver for our customers and their business outcomes, we need to be brilliant, be more straightforward to do business with and meet customer needs with greater agility. This will help us to become a more profitable, predictable and customer-focused business.

Why this CFU/CU?

Joining BT Ireland’s International - Global Sales Team, you will be tasked with executing on our strategy engaging with our most strategic accounts across various geographies including: Ireland, EMEA, USA and APAC. The principal function of this role is to grow relationships, pipeline and the revenue and earnings of BT Irelands business, whilst effectively managing customer engagement and pipeline forecasting. You will be responsible for helping maintain our extensive network of client and market contacts, developing new contacts and relationships, monitoring and reporting on market developments, and uncovering and prioritizing business opportunities. With support from our Pres-Sales, Specialist, Bid, product and legal experts etc you will be responsible for coordinating and managing all resources needed to win and grow BT Ireland business. As a lead of the virtual team, you are required to input into the development of customer proposals, ensure existing business runs smoothly and responsible for the execution and implementation of new business solutions.

Why this Job Matters?

A key component of BT International’s success, are the BT ambassadors who develop relationships with targeted global multinational accounts. The Global Account Director will be a primary point of contact to bring the best of all we have at BT to our strategic customers. If you’re wondering what type of customers, think Fortune 100.

Specific Job Requirements

To manage a Strategic Accounts for BT International for shape and grow BT’s share of wallet while we develop and grow a portfolio of existing products and services with a Global Multinational Business.

Exceed business targets, expressed in terms of revenue and margin, new product revenue growth and customer satisfaction.

What you'll be doing – your accountabilities?

· Managing a Global Account-Building stakeholder relationships and shaping customers’ needs
· Grow pipeline and identify specific opportunities to be taken forward
· Identifies: Key Customer programs and Major Bid which align to BT strategic products
· Develop long-term relationships with senior stakeholders. These could be at any level but should extend up to at least MP’s/CEO’s of large Multinational 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 ambition.
· Identify and gain a deep understanding of likely procurement routes and the process around them, including budgeting and signoff process and key stakeholders
· Sealing the deal - You create and close sales opportunities through research, analysis and planning. You identify and articulate the value of our products, services and solutions to the customer.
· Identifying our customer needs - You put yourself in our customers' shoes and identify their explicit and implied needs by listening actively. You help to analyse and evaluate customer data and ask appropriate questions to understand their requirements.
· Give specialised advice - You offer expert advice and recommendations in your areas of subject expertise.

Connected Behaviours

· Commercial thinker - You develop and implement ideas, using internal commercial insight and the latest external thinking.
· Customer champion - You understand the customer's needs and challenges, and look for opportunities to create a brilliant customer experience.
· Collaborative partner - You develop great working relationships with stakeholders, sharing knowledge and collaborating.

Experience you would be expected to have

· Experience and success in direct sales, generating growth and minimising churn in IT/Telecommunications or a business to business corporate market place
· Aligned project plans and objectives with strategy and values
· Proven ability to develop and maintain an effective network of contacts and build relationships at all levels of the customer/prospect organisation
· Strong commercial acumen and business understanding enabling achievement of profitable growth and retention results
· Ability to articulate winning account plans and translate into tangible sales activities, successfully engaging virtual teams
· Worked with people from other business locations or functions