Security Senior Sales Manager

Security Senior Sales Manager

Job Req ID: 32892

Posting Date: 30 Apr 2024

Function: Sales and Commercial

Unit: Business

8951 Cypress Waters BLVD., Dallas, United States

Salary: Competitive

TITLE Security Senior Sales Manager

Location: Dallas, Tx

Flexible Working / Hybrid - Office and Remote combination

Why BT Business

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.

About the role

This is an opportunity to play your part and protect our customers and our communities from cyberattack.

This role is a leadership role reporting into the global head of Security sales and it is aimed at a Senior Security Sales leader ready to follow a bigger challenge with a global impact by taking additional responsibilities acting as the focal point for our vertical market units.

As a senior sales specialist you will tasked with selling strategic security solutions to America based customers and in addition to that as a security vertical lead you will be given global responsibility of supporting a vertical and a indirect channel.

You'll have the following responsibilities

• To acquire, grow and defend profitable business to achieve specific targets against an agreed set of accounts. Identify new, and develop qualified, opportunities.
• To provide security product/ solution expertise to lead Sales Opportunities to closure with internal and external stakeholders.
• Accurate forecasting using Salesforce and BT Security Pipeline tool.
• Direct engagement with Decision Makers within new/existing BT Customer base up to and including C level.
• Act as the main Security reference point for the region Americas and for the finance vertical and indirect channel
• Advise the region and vertical leadership on Security propositions, offerings and sales motions.
• Support global interlock efforts between the region and vertical and the Security business unit.
• Support the regional leadership in their efforts to meet Security sales and revenue targets.
• Act as an initial Security escalation point for the sales team.
• Become an extended part of the regional and vertical leadership team acting as the representative of the Security business unit.
• Prepare and attend business reviews with GLT members.

You'll have the following skills and experience

• A Security savvy Salesperson, with minimum 3 years' experience in selling Security into large global accounts and proven records of closing large size Security deals >5m.
• Sold successfully into accounts.
• Expert understanding of current trends in the wider security marketplace alongside in-depth knowledge of their customer base and the business sectors where they operate.
• To be confident in the presentation of adjacent products and in the closure of business contracts.
• Must have a very good understanding of the competitor landscape and an awareness of their capabilities (and those of competing technologies).
• Be able to translate customer/market needs and business outcomes into propositions that address their specific requirements.
• Able to engage at appropriate senior levels in a client organization to understand the current technology 'blueprint' and planned technology roadmap, the financial & procurement processes and effectively qualify opportunities - promptly and reliably.
• Able to identify the most appropriate security products, from both a technical and commercial standpoint, within standard, nonstandard and complex product ranges. To meet a client's requirements - must therefore have a clear knowledge of all propositions and products in their portfolio.
• Knows how to navigate BT and related Sales and Assurance processes.

• project or/and team leading skills.
• savy on security landscape and C-level conversation maturity
• experienced on different sales techniques.
• Fluency in English
• Experience of working in a global organization

PREFERRED

• CISM or and equivalent certification
• Ability to speak a second language.

Benefits

BT offers a superior global and diverse culture that fosters health and wellness for their employees.

This opportunity participates in the BT sales pay plan and offers a competitive base salary.

This opportunity is eligible comprehensive benefits including the following: Medical, Prescription, Vision & Dental Insurance offered (for employee; employee + children; employee +family); HSA or HRA Plan depending on medical plan; Retirement Savings Plan 401(k); ESPP; Employee Assistance Program; Life and AD&D Insurance; Short and Long-Term Disability; Dependent Care Flex Spending Account; Commuter benefits; Wellness and Rewards program; Work/Life Balance/ annual time off summarized:

• 11 US holidays
• 3 weeks of vacation (Additional time is accrued during service with BT up to 5 weeks total)
• 7 days sick time
• 5 floating holidays (to use as vacation/personal time off)
• 3 volunteer days
• Anniversary service splash- an additional week of vacation given every 5 years to use during that anniversary year
• Additional time off offered for bereavement, jury duty, parental leave (maternity & paternity - 20 days in addition to STD benefits), etc.

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.

Existing authorization to work in the United States is required.

Relocation support for this position is not currently available.

Who is BT Group

We're the leading communications provider with customers in 180 countries. Across the world we enable customer's digital transformations so they can thrive. Our focus is simple: be the global provider-of-choice for managed network and IT infrastructure services.

#LI-Hybrid

Why this job matters

The Senior Sales Specialist (Product/Industry/Tech) is the lead enterprise sales specialist for a designated product, industry area and technology, leading opportunity creation through the identification, generation, and delivery of a pipeline of sales opportunities for an industry portfolio, supporting commercial growth with the vertical.

What you'll be doing

1. Drives sales and go-to-market strategies for products and services through provision of expert technical sales support that drives customer success and account revenues within a defined segment.
2. Enables new sales activities in targeted accounts through leveraging influence on customer and industry relationship.
3. Oversees customer and partner feedback to aide product and services development.
4. Oversees the development and implementation of a comprehensive business plan for defined accounts, ensuring the success of the strategic and tactical elements of the plan in order to deliver results through the financial year and beyond.
5. Leads the development of customer pipelines and supports deal orchestration and closing of opportunities for the team.
6. Operates as an SME within own field of expertise, advising on the BT Group's product and service propositions through a comprehensive and deep understanding of customers, a challenges and an industry.
7. Mentors and coaches experienced professionals to develop current and future team capabilities and ensure performance.
8. Leads the implementation of continuous improvement opportunities to improve the sales specialist team processes.

The skills you'll need

Partnership Management

Negotiation

Contract Management

Customer Service

Market Analysis

Relationship Building

Business Development

Solution Selling

Customer Experience

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.