Why BT?

We’ve always been an organisation with purpose; to use the power of communications to make a better world. You can trace this back to our beginning as pioneers of the world’s first telecommunications company. At our heart we’re a technology company with research and innovation in our bones and a desire to be personal, simple, and brilliant for our customers - those are the values we live by whilst also creating an inclusive working environment where people from all backgrounds can succeed.

Our pursuit of progress over the past 180 years has established BT as a strong, successful brand, with huge scale capable of achieving great things. From supporting emergency services, hospitals, banks and keeping economies around the world online, safe and secure, to delivering large scale technology infrastructure like the creation of BT Sport.

Today in this fast changing, always on, digital world our purpose remains true. Yet the market conditions, regulation and competition we face are tougher than ever before. So if you have the drive, optimism and resilience to help propel us forward we’ll offer unrivalled personal development, a wealth of opportunities to learn, experience new things and pursue new careers. If that’s you and what you’re looking for, we’d love you to be part of our future.

Why this job matters

The Global Go-To-Market (GTM) and business planning role is integral to the success of the Global unit.  It is responsible for defining the sales strategy, based on a deep market understanding, ensuring strategic alignment across all units – including Portfolio, Marketing, Partnerships, Service plus other key functions; as well as setting goals and KPIs to drive flawless execution.  This role matters because it drives business growth and competitive advantage

 What I’ll be doing – your accountabilities

• Strategic Planning - Develop comprehensive go-to-market strategies for both direct and indirect channels
• Analyse market trends and competitive landscape – including industry developments, innovations and tracking customer needs and preferences
• Customer segmentation: responsible for ensuring we have a segmentation methodology to ensure the development and retention of customers critical to our organisation’s growth. We strategically tier accounts, ensuring that customers receive service commensurate with their importance to both short- and long-term company objectives. We also regularly up- and down-tier accounts. This role is responsible for the definition of Vertical/ Regional customers and the 2x2 model framework to accurately segment the clients to reflect potential.
• Translating the strategy into detailed business plan (MTP) – leading the interlock process with other units (Portfolio, Service, Marketing, etc), including input on behalf of the Global unit for any investment cases.
• Interlock on KPIs and regularly track and report on performance; making data-driven adjustments to strategies, when required.   
• Responsible for running the Portfolio Board; mechanism to track performance of sales vs interlocked targets, as well as provide input to portfolio development roadmaps, prioritisation and business cases.
• Primary interface into Analyst Relations, on behalf of Global - accountable for ensuring the GTM strategy is communicated regularly and this important external stakeholder is an advocate of Global. Monitoring also versus KPIs required to qualify for Gartner MQ (for example).
• Sales Team design: This role is responsible having a strategic, data-driven process — informed by customer buying behavior as well as market and organisational changes — for determining sales coverage, sales force size and geography design; driving up sales effectiveness.
• Sales productivity metrics and monitoring: Define set of productivity metrics that allow sales teams to drive commercial success & drive the insight into action.
• Collaboration and contributor to other Commercial Functions – namely:
• Sales Capability & Change Senior Manager to identify key elements of the plan requiring a programmatic approach to sales enablement, commercial messaging and customer collateral.
• Working closely with Trading & Analytics Senior Manager to establish reporting/data requirements to provide insights on the effectiveness of the GTM plan; including the definition and measurement of productivity targets.
• Work closely with pay plan team and finance to ensure consistent methodology for target setting. Consistent with productivity metrics

Skills required for the job

• Strategic thinking & Commercial acumen.
• Sales process knowledge and continuous improvement: able define and develop the strategy for identifying key improvement opportunities in sales policies, processes, systems, and tools and secure senior sponsorship and approval taking full ownership for the outcomes
• Customer focus: understand customers’ needs and challenges and don’t stop until we create brilliant experiences for them
• Data Analytics:  strong data analytics and ability to use data to influence sales strategies and decision making.  Including external market data.
• Interpersonal skills at all senior levels CL - A+B

Experience you would be expected to have

• Market Research and Analysis: Ability to gather and interpret market data, identify trends, and understand customer needs and preferences.
• Strategic Thinking: Capability to develop comprehensive go-to-market strategies and business plans that align with company objectives.
• Project Management: Proficiency in managing multiple projects, setting priorities, and meeting deadlines.
• Communication Skills: Strong verbal and written communication skills to effectively convey ideas and collaborate with stakeholders.
• Sales and Marketing Knowledge: Understanding of sales processes, marketing techniques, and how to leverage them to drive business growth.
• Financial Acumen: Competence in budgeting, forecasting, and analysing financial data to make informed business decisions.
• Customer Focus: Ability to maintain a customer-centric approach and ensure that business plans and strategies address customer needs.
• Adaptability: Flexibility to adjust plans and strategies in response to changing market conditions and business environments.
• Problem-Solving Skills: Proficiency in identifying issues, developing solutions, and implementing them effectively.
• Leadership and Team Collaboration: Capability to lead cross-functional teams, foster collaboration, and motivate team members.
• Digital Literacy: Familiarity with digital marketing, online platforms, and tools used for market analysis and business planning.

With over 175 years of heritage, BT is now the flagship business brand of BT Group. We’ve brought together our best people and capabilities into a B2B powerhouse serving 1.2 million business customers internationally.

We’re a global leader for secure connectivity and collaboration platforms for businesses of all shapes and sizes, from big household names and government departments, right through to sole traders and new start-ups. But it’s not just the technology that matters, it’s what it can do to help them build stronger, smarter, more secure businesses.

We value diversity and inclusion and believe in making a positive impact. We connect for good by championing digital inclusion and equipping people, businesses, and communities with digital skills to thrive.

As a member of our team, you will be part of an organisation that celebrates difference, fosters innovation and provides you with opportunities to be your best. With millions of businesses relying on us daily, joining BT means you can be part of a diverse and multi-skilled team that makes a significant impact to society.

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.