About the role

In Sales and Commercial, we’re building one of the biggest and best sales teams in the country. We’ve got big ambitions to develop a team that has the right ability and will to win. Central to our ambitions are;

• Using our unparalleled expertise to bring first class solutions to market and offer a compelling value proposition to our customers that’s unmatched by our competitors
• Developing a highly skilled, highly efficient sales powerhouse through competitive pricing, an optimised channel model and best in class tools
• Relentless pursuit of a high-performance culture founded on clear career progression and the drive and determination to become the UK’s best sales force

As a Senior Commercial Manager, you will partner with channel, sales, and commercial leaders to shape and deliver the commercial strategy for the SMB Indirect Channel, using data, insight, and strong stakeholder leadership to drive sustainable growth across volume, value, and partner performance. You will work across a complex matrix environment, partnering with teams including indirect partners, BT Local Businesses, sales operations, CX, transformation, and internal teams to turn analysis into action and deliver business outcomes.

What you’ll be doing

• Own a defined SMB Indirect commercial area, using data to identify trends, risks, and opportunities across partners and BT Local Businesses.
• Translate analysis into clear actions, interventions, and improvement plans that deliver measurable outcomes for the SMB Indirect Channel.
• Partner closely with cross-functional teams to influence priorities and ensure activity is aligned to SMB Indirect commercial goals and BT’s medium-term plan.
• Hold stakeholders to account for delivery, tracking progress against agreed actions, timelines, and targets.
• Lead business reviews, challenge existing plans where needed, and drive continuous improvement across the wider SMB Indirect business.

Essential Skills / Experience

• Strong commercial leadership experience in a complex, matrixed business environment
• Experience managing or influencing partner, indirect, reseller, franchise or field channels
• Proven track record of driving trading performance through commercial strategy, partner management or business partnering roles
• Ability to translate data and insight into practical commercial actions, project priorities and strategic recommendations
• Strong financial and commercial acumen, with experience balancing growth, value, partner performance and customer outcomes
• Excellent stakeholder management skills, with the credibility to influence senior leaders, partners and cross-functional teams
• Experience leading change, driving new initiatives and adapting plans quickly in response to performance gaps
• Experience supporting MTP, annual planning or channel strategy development
• Strong communication skills, including the ability to create concise, executive-level commercial narratives

Desirable Skills / Experience

• Experience in telecoms, B2B, SMB, subscription or multi-product commercial environments
• Understanding of indirect channel economics, partner performance, pipeline management and route-to-market models
• Experience working with Sales Operations, CX, Transformation or operational change teams to improve customer journeys, partner experience, sales execution and channel effectiveness
• Familiarity with trading governance, executive reporting and performance forums

Our Package

Tailored benefits make a real difference. That’s why we offer a comprehensive range to support your growth, wellbeing, and everyday life. You can design the package to suit you and your lifestyle. Your core benefits include:

• 15% on target bonus
• Health Care
• Car Allowance
• BT Pension scheme, minimum 5% Employee contribution, BT contribution 10%
• From January 2025, equal family leave:  receive 18 weeks at full pay, 8 weeks at half pay and 26 weeks at the statutory rate. It’s for all parents, no matter how your family is made up.
• Enhanced women’s health support: including help with menopause symptoms, cancer screenings, period care and more.
• 25 days annual leave (not including bank holidays), increasing with service
• 24/7 private virtual GP appointments for UK colleagues
• 2 weeks carer’s leave
• World-class training and development opportunities
• Option to join BT Shares Saving schemes.