Senior Account Manager - Uk Government

Job Title: Senior Account Manager for UK Government Accounts
Career Grade: D
Location: Cheltenham
Due to the sensitive nature of this role, you may be required to undergo DV (Developed Vetting) level Security Clearance (https://www.gov.uk/government/publications/united-kingdom-security-vetting-clearance-levels/national-security-vetting-clearance-levels). An allowance of £5k per annum may be payable monthly while you hold this DV and continue to work in a role that requires that level of security clearance. The terms of this allowance will be made available if you are successful in being recruited into this role.
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Security isn't always the first thing that comes to mind when you think of BT, but when it comes to keeping everyone safely connected, We Are The Protectors. We deal with thousands of cyber-attacks every day, so that millions of people can safely go about their daily lives and run their businesses. We deliver vital work at scale, with real breadth and impact. We connect for good.
You'll be joining a specialist security team that is a trusted partner to governments worldwide, protecting critical national infrastructure and committed to the safety and security of our nation and global communities. Our mission focused work is innovative, inspiring and technologically challenging in a way that makes every day different and stimulating. We provide the opportunity to work on rare projects, with exciting tools and brilliant people. Everyone has access to unparalleled professional and personal development opportunities and your contribution is always valued.
Why this job matters:
This role ensures BT's reputation is maintained and enhanced in a critical customer domain. By leveraging the capabilities, skills, and broader resources and value of BT we are able to support these customers in achieving their own business objectives and outcomes. Security remains a growth market and by building upon our existing engagements and intimacy with the customer this position is fundamental to our Account & Business Unit growth plans and performance metrics.
What you'll do:
Senior Account Manager, accountable for the end to end account management of a Central Government Department engagements. In addition, the role also owns the end to end supplier relations with key Suppliers into the community such as Cisco, allowing BT to leverage this relationship to ensure BT are best placed to maximise opportunities of both Revenue and ICGM opportunities.
To liaise with BT Product line and niche suppliers to price competitive solutions and be responsible for generating new business pipeline, Incremental Contract Gross Margin and revenue targets.
Specifically your role will include:

• Owns and develops the sales strategy for these customers with continual input from the customers.
• Responsibility/accountability for the Sales/ICV/ICGM targets for this sector ultimately feeding into the wider GSS target.
• Responsibility for accurate forecasting for this sector
• Inputs to the GSS business plan on where to focus Business Development effort for the UK and Global Accounts and Specialists
• Accountable for the NPS target for these accounts contributing to the overall GSS NPS score making decision to ensure strategic improvement and satisfaction.
• Responsible for driving the change required in relation to feedback to improve customer perception/experience and NPS, making decisions to ensure strategic improvement and satisfaction.
• Provide input for the marketing and events calendar for this customer set utilising existing collateral and ensuring the creation of key additional material when required.
• Responsible for Influencing the E2E customer journey interfacing with GSS Design, Delivery & Operations on delivery process and key customer service issues'.
• Acts as the first point of escalation and relationship owner for this customer base
• Accountable as the 'voice of the customer' into Tech Office on road map for key solutions for this customer base, helping to ensure that the GSS and wider BT portfolio is constantly developing the right relevant solutions, services, and products.
• Manages commercial and ethical risks (complex) on a local level and ensuring these are raised with the customer as appropriate.
• Owns and is responsible for the customer interface for operationally urgent requirements, interfacing with GSS Delivery and Obligatory peers, co-ordinating throughout this customer and the wider BT.
• Responsible for generating new business pipeline, Incremental Contract Gross Margin, and revenue targets.
• Identifies and maintains Significant pipeline of opportunity (Circa £50m +)
• Interact and represent BT at some supplier forums.
• Help to leverage and maintains significant relationships with BT's Global partners/suppliers to enable BT to provide strategically important services and connectivity to its UKIC customers in overseas customer utlising the best technology available to support the UK's mission.
• Ultimately accountable and responsible for the co-ordination and planning strategic must win bids for this customer.
• Input into supply agreements for key suppliers who support our customer outside of Procurement responsibility including agreements, managing invoices and quarterly supplier reviews.
• BT's influence and the value delivered is significant within the customers partner base and this post holder is charged with maintaining this position whilst protecting the BT brand and reputation.

What you'll bring:

• Hands on experience with UK government-based customers with the ability to find the right balance between enterprise and mission approaches.
• Collating highly complex and large customer requirements including liaising with a multitude of strategic 3rd party suppliers/partners.
• Inputting into and driving in delivering business change strategies.
• Sales/Account management experience
• Commercial acumen and negotiation skills
• Ability to translate technical solutions into sales stories and BT USP's for proposals.
• Ability to design and price products and solutions to ensure acceptable margins are generated.
• Strong interpersonal skills for working with customers and BT teams.
• Communicate subject matter to non-technical individuals and in sales situations.
• Deep understanding of the role of technology provider into the UK government community across all areas particularly the OneIT community with UKIC
• Maintain security Clearance DV.
• Stakeholder communications skills
• Ability to design and price products and solutions to ensure acceptable margins are generated.
• Strong interpersonal skills for working with customers.

The role is also subject to you gaining and keeping the necessary level of security clearance needed to undertake your work. The result of the security clearance vetting is not subject to appeal. Failure to successfully achieve and maintain the necessary level of security clearance may see any offer of employment with BT cease or withdrawn or may cause a role change or possibly lead to termination of employment.
Diversity and Inclusion:
Diversity makes sense for us, for our customers and for our future. We value different perspectives, skills, and experiences, and encourage applications from all sections of the community. Our ambition focuses on recruiting and retaining people who are under-represented in our workforce. Including those from ethnic minority groups, disabled and neurodiverse people and women. However, diversity does not end there and anyone with different backgrounds, gender identities, sexual orientations, ethnicities, ages or stages of life, disabilities and those from low socio-economic backgrounds are welcomed and encouraged to apply. Find out more about BT's D&I manifesto by searching on our website.
Studies have shown that some people are less likely to apply to jobs unless they meet every single qualification and criteria. So, if you're excited about this role but your past-experience doesn't align perfectly with every requirement, don't worry - we'd still love you to apply!
What's in it for you:

• Discounted BT Broadband, TV & mobile packages and BT products
• On target Bonus
• 10% pension contribution
• Professional development and paid for industry certifications/qualifications
• Flexible benefits/rewards including dental insurance, healthcare, gym memberships etc.
• Well-being support for you and your family
• 3 days paid volunteering a year
• Flexible and smart working (subject to business needs)

The skills you'll need
Collaboration
Issue Resolution
Problem Solving
Business Development
Account Management
Risk Management
Data Analysis
Customer Relationship Management
Decision Making
Solution Selling
Growth Mindset
Financial Analysis
Sales Operations
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.