Senior Sales Engineer
La Defense, Paris, France
Recruiter: Rita Bales
Hiring Manager: Ray Pooke
Key purpose of the role:
The key purpose of the role is to to enhance the customer experience and drive profitable growth. The EA is the customers Trusted Advisor on all things technology and design and as such become an integral part of customer’s matrix technical leadership team, creating value through the exploitation of technology across complex multiple platforms and/or technology areas.
The EA is accountable for design activities on the account and supports the CSP directing as necessary on technical elements of service, T&T and operations.
The EA is the primary customer interface up to CIO level for all technical design aspects of BT’s solution. Specifically:
- Be part of the Client Partner’s leadership team and align personal goals with the account targets, demonstrating how you are contributing to revenue generation, cashflow, EBIT, NPS and RFT
- Maintain a 3+ year solution roadmap co-created with the customers key decision makers and stakeholders. The road map drawson the customer’s business drivers, industry trends and BT’s Repeatable product and solutions portfolio and building blocks. The roadmap is the key artifact driving the account development plan
- Accountable for successful technical delivery of all account activity with a specific focus on time, cost and quality
- Provide leadership to the operational teams in moments of major customer jeopardy
- Ensure technical risks and issues that could impact the service are owned by the appropriate players
- Create, own and execute regular governance forums – at least quarterly - with the Client Partner and VP Technical Design to evidence continuous progress against personal goals and account goals
- May lead a sub-vertical and support the wider team in developing opportunities
- Generate revenue, ICV, ICGM as directed in goals/objectives through customer sales.
On a development account the purpose is to work with the Account Director and Deal Architect to develop new business opportunities and to build a well qualified pipeline. Specifically:
- Be part of the Presales team and align personal goals with the account targets, demonstrating how you are contributing to pipeline and ICGM generation.
- Create and maintain a 3+ year solution roadmap co-created with the customers key decision makers and stakeholders. The road map drawson the customer’s business drivers, industry trends and BT’s Repeatable product and solutions portfolio and building blocks. The roadmap is the key artifact driving the account development plan.
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Key skills |
Experience |
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Solution Leadership
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As a solution lead on major accounts with revenue of > 25M |
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Executive Customer Relationship Management (to C level)
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As a solution lead driving opportunity development and qualification on major accounts or prospects |
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Virtual Team/Matrix Leadership (up to 50 people) |
Managing financial targets (Sales and cost) |
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Business and commercial accumen
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Managing a virtual and international team |
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Transformational and Fiscal Management
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With driving transformation and optimisation in a solutions environment |
About us
BT is part of BT Group, along with EE, Openreach, and Plusnet.
Millions of people rely on us every day to help them live their lives, power their businesses, and keep their public services running. We connect friends to family, clients to colleagues, people to possibilities. We keep the wheels of business spinning, and the emergency services responding.
We value diversity and celebrate difference. As Philip Jansen, our CEO, says ‘We embed diversity and inclusion into everything that we do. It’s fundamental to our purpose: we connect for good.’
We all stick to the same values: Personal, Simple, and Brilliant. From day one, you’ll get stuck in to tough challenges, pitch in with ideas, make things happen. But you won’t be alone: we’ll be there with help and support, learning and development.
This is your chance to make a real difference to the world: to be part of the digital transformation of countless lives and businesses. Grab it.
