Deal Lead

Job Req ID: 32603

Posting Date: 23 Apr 2024

Function: Sales and Commercial

Unit: Business

Location: One Braham (4140), London, United Kingdom

Salary: Competitive with Benefits

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. ‘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!

Why this role matters:

• Orchestrates/drives the pursuit, creation, development, negotiation and, ultimately, successful closure of the largest, most complex and/or highest value deals for BT Business Global
• Precipitates the forming of strong customer relationship with some of our key customers during deals in order to successfully drive them through to a win, working very closely with Account Management for this
• Works on deals that are business case driven and requires innovative deal strategies, are highly technically and commercially advanced and not part of BT's standard or repeatable portfolio offerings

What you'll be doing:

Accountable for designing and orchestrating winning deal strategies for BT's major, complex and strategic deals:

• Using professional, market aligned qualification tools and techniques to determine deal bid strategies (including Stop/Go)
• Developing the most tactical approach to win a complex deal, including drafting the scoping the customer issue and drafting the business case
• Working alongside the relevant internal teams, such as Account Management, Solution and Sales Specialists, Commercial Finance and Legal to ensure we put together a compelling proposition
• Developing the commercial strategy development alongside Account Management and Commercial Finance to build the opportunity and price it

Accountable for coordinating the many necessary capabilities and functions required to execute the deal:

• Identifying the most appropriate specialist resources required to execute the deal e.g. Solution Specialists
• Working with Bid Management to bring these resources in; this includes managing the cost of bringing these resources into the bid
• Accountable for managing the risk of such deals, ensuring stakeholders are kept well informed throughout and everything is documented appropriately
• Accountable for coordinating interested parties to ensure the entire proposal for such deals is created, documented and aligned with all necessary stakeholders who will manage the deal in-life, such as contract management and delivery and service teams

Leads the commercial negotiations for the deal:

• Works closely with the other support function, particularly Commercial Finance, to negotiate the deal
• Coordinate input from all parties and deliver on-time

Accountable for leading and managing the customer engagement and expectations:

• Manage the Customer relationship throughout the deal process
• Ensure there is a clear ownership structure for issues, interplays and escalations

What do you need to demonstrate?

Commercial:

• Knowledge of how a business case is created and how to drive the levers and position the outputs
• Strong risk management and mitigation experience of high value (£millions)
• Possesses strong commercial and contracting awareness

Sales:

• Clear evidential experience of initiating, managing and closing complex and strategic deals- high value deals
• Exceptional negotiation skills, both in terms of the development of a solution and in agreeing commercials suitable to the customer and lucrative to BT
• Ability to qualify and quantify an opportunity for its commercial benefit
• Ability to articulate a bid/deal and its progress to the customer in their language and terminology

Stakeholder management:

• Communicates effectively at all levels internally and to Executive level customer stakeholders
• Ability to build strong cross-functional relationships, embedding and role modelling collaborative ways of working
• Demonstrated knowledge of how to lead and support several teams with a diverse range of functions and in a virtual way
• Presents business plans, forecasts and risks to senior internal BT stakeholders with clarity

Experience and Capabilities:

• Maintains an exceptional affinity for problem solving
• Interprets, manipulates and presents technical and commercial information clearly
• Able to work under pressure (and sometimes away from home) to coordinate the team to deliver timely and consistent outputs
• Ability to manage and work in a virtual global team
• Can make logical judgments about where leadership is needed in the deal team
• Commands an appropriate level of credibility and authority, perceived as an expert in their field. Possesses a strong influence in recommending the signing of the deal
• Four year college degree or graduate level degree preferred
• Diversity and Inclusion - Promote diversity and create an inclusive working environment
• Collaborative style, and ability to work across marketing, strategic programmes, bid management, experts and account teams

We value different perspectives, skills and experiences. We're creating an inclusive working culture where people from all backgrounds can succeed. That's why we welcome applications from all parts of the community.

Why this job matters

The Senior Strategic Deals Manager oversees strategic, commercial opportunities for the BT Group's enterprise business, directing complex deal engagements that establish the BT group as the customer's premier solutions provider and help customers drive desired business outcomes.

What you'll be doing

1. Develops and implements a strategy for the enterprise deals team to win global deals through robust understanding of customer needs, BT capabilities and solutions.

2. Oversees and drives market opportunities and needs, and feedback to cross-functional teams to inform the commercial strategy and prioritisation.

3. Owns and builds the relationships and engagement with senior leadership executives and various lines of business to help customers innovate and meet business outcomes.

4. Leads opportunity creation, working backwards with customers to create strategic relationships with the BT group enhanced by a data-driven approach.

5. Operates as an SME within own field of expertise, identifying and reporting on deal structure, profitability and risks to key internal and external stakeholders, and obtains required approvals to proceed.

6. Influences with expert thought leadership and strong business judgment while overseeing critical phases of the deal cycle (i.e. strategy, negotiations, closure) in partnership with internal stakeholders.

7. Considers risk, regulation and uncertainty in all short and long-term decisions; and assures themselves that key risks are identified and managed in line with BT's group risk policy, establishing clear accountabilities and an appropriate risk culture and control environment across a teams, in order to protect and enhance the organisation's value and resilience.

8. Leads the implementation of continuous improvement opportunities to improve the enterprise deal team's processes.

9. Mentors and coaches and manages a team to develop current and future team capabilities and ensure performance.

The skills you'll need

Partnership Management

Negotiation

Business Strategy

Technology Strategy

Relationship Building

Business Development

Account Management

Risk Management

Decision Making

Growth Mindset

Inclusive Leadership

Our leadership standards

Looking in:

Leading inclusively and Safely

I inspire and build trust through self-awareness, honesty and integrity.

Owning outcomes

I take the right decisions that benefit the broader organisation.

Looking out:

Delivering for the customer

I execute brilliantly on clear priorities that add value to our customers and the wider business.

Commercially savvy

I demonstrate strong commercial focus, bringing an external perspective to decision-making.

Looking to the future:

Growth mindset

I experiment and identify opportunities for growth for both myself and the organisation.

Building for the future

I build diverse future-ready teams where all individuals can be at their best.

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.

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.