BT Senior Sales Manager - Detroit or Atlanta in Atlanta, Georgia


The Specifics

Team: BT in the Americas

Business Unit: Resourcing, Manufacturing & Logistics

Location: Atlanta or Detroit

Travel Requirement: Moderate (50% )

Existing authorization to work in the United States is required. Relocation support for this position is not currently available.

Why this role matters:

BT’s purpose is to use the power of communication to make a better world. For each other, for our customers, for society and our communities. We need you to help us do this.

The role holder leads a team of Account Managers and is responsible for all client engagement including client satisfaction, sales, and P&L activities for a group of BT’s global customers, including maintenance of existing business and new sales growth.The revenue/ EBITDA (per annum) spans £20-60m/£8-15m ($25 – 75m US/$10 - $18km US) will focus on Contract growth resulting from sales activity (ICV, ICGM)

What you’ll be doing

  • In-life leadership of a group of BT contracts with annual combined revenue in the range of £30-60m and EBITDA in the range of £8-15m. Typically a range of products critical for the customer’s business is delivered including WAN, LAN, Wireless, Voice, Mobile, Security & Conferencing across multiple countries and global regions.

  • Actively manages senior client relationships to ensure long term profitable business and strong customer satisfaction

  • Recruits and manages a sales team (6 – 8 direct reports) which delivers i) regular “change” sales & ii) substantial new sales growth which will typically double or more the existing business with a number of targeted sector customers. Growth will be across new regions globally and the full range of GS portfolio. Ensures sales records are current and accurate in Salesforce.

  • Accountable for contract P&L performance against targets – working with the GS Business Management team to reduce cost; manage of P&L risk, and all other business management activities

  • Work with DDSO to deliver all contract obligations.

  • Global P&L performance against Budget

  • Customer satisfaction globally

  • Delivery of all contract obligations globally

We’ll also need to see this on your resume:

  • 5 years of experience with relationship management and direct sales

  • Track record of success in building relationship at C-level/senior manager/exec level

  • Has delivered or exceeded sales targets in major enterprise accounts

  • Developed and executed successful account plans to deliver business unit sales targets

  • P&L management

  • Global business experience

  • Ability to articulate technical and complex business issues and work with senior level customers and BT executives

  • Strong sales management/relevant sales and sales management experience: client engagement, pipeline building, opportunity qualification, deal management, business case generation, deal closure & handover

  • Excellent influencing and commercial skills

  • Manage revenue and gross margin for a cluster of global accounts and also manage sales performance and strategic growth of account

  • Manage E2E customer journey interfacing with Delivery & Service on delivery process and key customer issues

  • Working in a matrixed environment managing virtual teams of experts

  • Creative thinking and solutions to complex business problems including across geographies and cultures preferred

  • Experience in contract management and project delivery preferred

Why choose us?

BT in the Americas is a leading expert in managed networked IT services, operating globally and delivering locally. We work for 8,500 organizations, such as Nestle Purina, BMW, Credit Suisse, Deutsche Bank, Heinz, PepsiCo, Bristol-Myers Squibb, JP Morgan Chase, Bank of America, Fiat- Chrysler, Microsoft, NATO, NYSE, Thomson Reuters, Unilever, Volkswagen, Volvo and many more. By combining products and services with industry-specific solutions and consulting expertise, we deliver efficient and secure systems to our customers.

BT has had a presence in the United States for more than 30 years. Headquartered in Dallas, Texas, we have more than 3000 professionals, with offices in over 35 key cities across the US, Canada and Latin America. BT owns and operates its own network infrastructure in North America. This includes nation-wide reach to all major US cities with MPLS nodes across the US, making up one of the larger MPLS networks of any carrier in the region. This expanded footprint enables us to reach over 80% of key customer sites, as well as extending coverage beyond the US with MPLS points across the region.

BT sets high standards for its employees, but also strives to provide a work environment and culture that fosters health and wellbeing. Above and beyond your base salary, sales compensation plan and full comprehensive benefits, BT offers high deductible health plans that empower employees to make good health care decisions, with the ability to use funds from a health savings account - to which BT contributes - that the employee manages and controls. In addition to a generous vacation allowance, all employees receive an additional 3 paid days per year to volunteer in their communities.

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.

Job: Core Sales

Title: Senior Sales Manager - Detroit or Atlanta

Location: Georgia-Atlanta

Requisition ID: 104936

Other Locations: Americas-United States-Michigan-Southfield