Job Information
BT Deal Lead in Paris, France
Deal Lead
Job Req ID: 31516
Posting Date: 24 Apr 2024
Function: Sales and Commercial
Unit: Business
Location:
La Defense, Paris, France
Salary: Competitive
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.
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.
BT
- BT Jobs