Partnerships Principal

Job Req ID: 37913

Posting Date: 11 Sep 2024

Function: Commercial Services

Unit: Digital

Location:

1 Braham Street, London, United Kingdom

Salary: competitive plus benefits

Why this job matters

This high-profile role is critical for the growth of our Active Intelligence business, you will be managing our existing customers, helping to ensure they are happy with the services we are providing for them within the remit of existing contracts and finding new business opportunities within those clients. Working with one of the richest and most exciting datasets in the UK, you will sell across a number of innovative new products and services into new markets.

You will play a leading role in managing and finding partners and developing new channel partnerships for our data insights services delivering against strategic commercial objectives and radically scaling BT’s Active Intelligence market offering.

You will identify, develop and close new sales through relationship building into those accounts, you will develop strong external and internal relationships with our clients. You will have a clearly defined sales methodology and will be required to create and present a credible sales plan for each customer.

You will need to work closely with our AI & Data Science and Product teams to address customer challenges on exiting projects and propose new and innovative solutions to meet and exceed client needs and develop industry partnerships as part of the go to market process.

What you’ll be doing

• Responsible for the onboarding of new clients from the sales team and subsequent day to day management of that client.

• Account / nurture existing clients manage and develop new business opportunities in a set of accounts you’ll be responsible for and grow annuity revenue.

• You will understand the buying and decision-making process, as well as developing effective relationships with senior leadership in the accounts.

• Provide accurate detailed monthly and quarterly forecast and ensure sales pipeline information is kept up to date.

• Work with our Data Scientists define, scope and build client insight services that meet client’s needs.

• Manage external partners to over-achieve against set sales targets in respect of Data Insight solutions.

• Work with your channel partners to create and execute against sales plan informed by market trends and opportunities.

• To coach and develop your channel partners to effectively sell new and existing products.

• From the relationships with our clients develop market insights and new product / services requirements.

• Set up and negotiate commercial relationships with existing business partners involving legal, security and business teams.

• Develop and run quarterly customer success surveys – understanding our relationship within those accounts.

• Manage client communications and address client comments and feedback.

• Set up workshops and discovery sessions with existing clients to push boundary of data usage within their organisations.

Experience you would be expected to have

We are looking for someone with experience of managing enterprise SaaS accounts and sales channel partnerships. Knowledge of location-based insights and services would be desirable and experience of selling into government, transport, retail, and/or financial services sectors would be beneficial but not essential.

• Experience in consultative account management of selling bespoke insight-based data solutions into existing accounts.

• Experience selling B2B complex SaaS and Cloud product and services.

• A track record of delivering solid results and exceeding sales targets in an existing client base.

• Have experience of negotiating and agreeing large commercial and Government contracts

• Account planning skills, the capability to develop plans to subsequently sell new products and services into the base.

• Relevant experience and skills in developing customer satisfaction reviews.

• Experience in handling and managing customer comments and feedback.

• Experience in consulting highly desirable.

• Experience with geospatial/temporal datasets highly desirable.

Benefits

Annual On target bonus 15% (personal and company multipliers)

Car allowance - worth £5500 a year, can be taken as cash)

Private healthcare for you and your family

BT Pension scheme; minimum 5% employee contribution, BT contribution 10%

Life Assurance

Direct share scheme

Exclusive colleague discounts on our latest and greatest BT broadband packages

50% off EE mobile pay monthly or SIM only plans and 50% discount for friends and family on EE SIM only plans

My Discounts gives colleagues access to unbeatable savings on everyday purchases at hundreds of retailers

Discounted EE TV including TNT Sport and the NOW Entertainment membership

Great support for working parents including pay whilst on maternity, adoptive, and paternity leave

25 days annual leave (not including bank holidays), increasing with service with buy holiday option

Volunteering days so you can give back to your local community

Brand new electric vehicle salary sacrifice arrangement, known as ‘My EV’

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.

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.