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Regional Security Sales Specialist, Dallas





Dallas, United States 

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We Bring It All Together For You BT Global Services is a managed networked IT services company, operating globally and delivering locally. We work for 8,500 organizations, such as BMW, Credit Suisse, Deutsche Bank, Heinz, Procter and Gamble, PepsiCo, Bristol-Myers Squibb, JP Morgan Chase, Bank of America, Fiat, Microsoft, NATO, NYSE, Thomson Reuters, Unilever, Volkswagen and Volvo. They rely on our networks and services for their success. Heritage and Scope We understand networks and our customers can draw on more than 30 years of experience working with them. We have a unique breadth of scope, reach and capability. Our network reaches all corners of the world, underpinning global business by delivering networked IT services securely and efficiently wherever it operates. We’re part of BT Group, which, with annual revenues of more than $30 billion, is one of the 200 largest companies in the world. BT is a direct descendent of the world’s first commercial telecommunications undertaking. Founded in 1846, it was the forerunner of today’s $3.2 trillion IT industry. With privatization in 1984, BT heralded today’s vibrant and competitive telecommunications industry. Key purpose of the role : To acquire, grow and defend profitable security business, to achieve specific ICV and revenue targets by identifying new and qualified security opportunities, and selling BT Security related propositions and products in the Territory as required. To provide specialist advice on the security portfolio, to account owners, to ensure the most appropriate proposition to meet the client’s needs is developed and presented in the most compelling way. **Key responsibilities** **:** Sales Knowledge & Planning : o To maintain and develop appropriate product and commercial knowledge in line with the BT Security and Global Services strategy. o Developing a Territory Plan that prioritizes target customer accounts and tracks progress from initial engagement to opportunity closure. This Territory Plan will describe the accounts and steps necessary to build sufficient SFDC pipeline to support Territory ICV and revenue targets. o To ensure accurate forecasting against target ICV and revenue, the Territory Plan will be communicated to the line manager and performance against it will be integral to reporting procedures (SFDC Updates, 1:1, Territory Plan, Operating Review, 5:15 Reports, etc.). o All Territory Plan opportunities to be appropriately tracked in SFDC with the correct BT Security categories, associated ICV and revenues, designated Security SE, and security partners. o Developing the sales Account/Campaign Plan, with the account manager, for each security opportunity, ensuring each member of the sales opportunity team understands their role and responsibility. Sales Execution : o Working with the account teams, to understand, qualify and develop opportunities through to closure and implementation. o Works with Operations, Finance, Contracts, Legal, Account Executives, and others across multiple service lines (“Deal Team”) to develop partnership and commercial proposals both for proactive client development and client issued Request for Proposals (RFPs) o Integrate with deal team members to gain an understanding of the procurement, competitive landscape, firm positioning, likely procurement structure, and overall bid health o Responsible for drafting and developing:  Partnership model cost and savings estimates supported by client provided information, competitive intelligence, Covance pricing model outputs as well as data driven decision support tools, analytic techniques and strategy discussion outcomes  Commercial structures, including accountability and risk sharing arrangements, cost reduction constructs, including but not limited to, discount/rebate structures, efficiencies and strategies in rules of engagement, innovation and model design  Pricing for partnership RFPs considering cost of client model, competitive intelligence and margin expectations o Analyzes internal and external data in order to maximize new business creation while also managing to margin targets o Widen and deepen opportunities as appropriate to maximize the value of the opportunity for BT. o Understand the decision making criteria of the client and gain insight into the weighting of the technology, commercial offer and the price point. o Combine all aspects of any solution into a high quality, cohesive and compelling sales proposal document and presentation as required. o To ensure all required commercial assurance processes are followed. o To ensure all BT Security Sales procedures are understood and followed (WNB / Security Huddle process where appropriate). For example ensure that appropriate technical design/service/financial elements of the solution are completed by a Sales Engineer/Operational Architect/Finance Analyst when applicable. o To ensure the team grows, acquires and defends profitable business using long term GS contracts whenever possible. o To be directly involved on major accounts and prospects to support multi-level selling approach. o To build and maintain senior relationships internally with all key stakeholders and externally with all appropriate clients. o Responsible for coordination of Executive Deal Reviews including training deal teams on review format and content and working to ensure proper representation of Executives by closely coordinating with Executive Administrative support. o Reviews client RFPs to identify specifications that impact cost and risk, identify discrepancies in RFP documents and generate questions for operational teams and clients o Attends and participates in proposal strategy and core team meetings for assigned engagements o Interact with the Proposal Team to ensure consistency between the written proposal document and the desired commercial positioning or commercial structure if one is provided o Empowers sales functions through effectively communicating details of an approved commercial offering and ensuring needs of clients are met in the bidding process o Works closely with the deal team around final negotiations with the sponsor to develop agreed solution as quickly as possible. May involve face to face negotiations o Initiates and supports the development of Client Service process improvements and enhancements for partnerships including costing tools and contracting templates Sales Administration : o To provide accurate, timely reports for senior management as required. o Ensure that all mandatory training is completed appropriately and correctly on the BT Training portal giving management a clear and accurate view of completed training. o To ensure that all Performance Management processes are understood and followed in accordance with BT policy. o Ensure that utilization is measured and recorded appropriately and correctly on BT time recording systems in a timely manner and following instructions giving management a clear and accurate view of resource metrics. o Ensure that all sales related administration is appropriately completed in a timely manner and following instructions giving management a clear and accurate view of completed activities. o To operate within SG&A budgets both personally and across the team, ensuring that all SG&A expenditure is measured and recorded appropriately and correctly on BT systems on a monthly basis giving management a clear and accurate view of these metrics. o Commission claim ICV Form to be submitted monthly with supporting evidence to your Line Manager, date as published within pay plan policy document giving management a clear and accurate view. Qualifications : Graduate, MBA preferred. Skills / Experience : • CISSP Certification. • Relevant experience in the sales function. • Good leadership skills in managing, motivating and coaching as part of a matrix organization. • Strong presentation skills. BT is an Affirmative Action/Equal Opportunity Employer. All qualified applicants will receive consideration for employment without regard to race, color, religion, sex, sexual orientation, gender identity, national origin, disability or protected veteran status. BT is an employee-oriented company that offers a collaborative environment. Above & beyond your base salary are the following: comprehensive healthcare including medical, dental and vision coverage; 401K match; flex spending accounts; short/long term disability & life insurance; vacation time off; etc. Existing authorization to work in the United States is required. Relocation support for this position is not currently available. **Job:** _Core Sales_ **Title:** _Regional Security Sales Specialist_ **Location:** _Texas-Dallas_ **Requisition ID:** _98527_ **Other Locations:** _Americas-United States-Colorado-Westminster, Americas-United States-New York-New York, Americas-United States-Georgia-Atlanta, Americas-United States-New Jersey-Princeton, Americas-United States-Virginia-Reston_
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British Telecom

London, United Kingdom
Web Site: www.bt.com
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