Purpose Of Role :
Sales of security solutions to the clients of the region.
The role holder acts as an security overlay sales within the GS organisation in the region. However the position holder drives the win business process for security opportunities and can independently acquire new security projects.
He / she contributes to the account and business plans to drive profitable business for the company in a multi channel environment.
He / she is also responsible for local relationship to the selected security vendors.
Key Responsibilities :
To establish key customer relationships with the support of the customer contact strategy.
To understand customer requirements and offer standard / bespoke solutions tailored to their needs
Creates, develops and closes deals for Security Solutions in close collaboration with generic Sales
To assist in forecasting business and market needs, and may well operate on a multi-country basis for BT’s Security Solutions portfolio
Impact is primarily short-term but develops plans over the medium term.
Assesses customer relationships and service level.
Realizes growth in Security Solutions pipeline, contracted value and profitable revenue
Builds relationships with key people within the account (strategic & tactical), understanding customer business strategy and drivers, identifies and creates business opportunities and develops business-
value proposition and wins profitable business in line with BT’s strategy.
Creates a sales funnel, which will result in both short- and longer-term business wins.
Is able to take ownership of the entire win-business process, supported by the BT pre-sales community.
The candidate is able to maintain a senior level relationship both with customer and internally, like product lines, bid management, Service Delivery etc.
The candidate is able to pro-actively identify, create & build strategic security solutions, based on BT’s portfolio that fit customer’s ICT strategy needs.
Business Impact :
Impact is short and medium-term and involved in longer term strategic planning.
Develop commercially sound solutions that influence business unit results and improve customer relationships.
Increased awareness of functions outside of own business area.
Accountable for bids and profitable business.
Authority / Decision Making :
Decision of selected vendors and solutions
Price level negotiation within the agreed range.
Degree in IT / telco or economics
One or more of the following : CISM, CISA, CISSP, etc
Skills / Experience :
Good understanding of the Security Solutions portfolio
Strong understanding of the business needs addressed by Security Solutions
Strong understanding of the offerings on the Security Solutions portfolio of our major technology partners
Understands the trends and requirements of the Security Solutions market and propositions
Experience in working in complex organizational environment
Minimum of 5-7 years of relevant security sales experience, in particular new business and solutions based sales.
Proven track record in prospecting and closing Networking / IT projects with enterprise accounts with a deal value of >
Having a proven & personal network within corporate industry is a plus
Good understanding of current ICT market demands / trends and proven knowledge of software based solutions.
Strong communication, presentation and negotiation skills and a natural relationship builder and networker.
Very good English language skills are a must, Czech is an advantage any other language is a benefit
Keep focus on agreed priorities, effective working attitude, result driven, think win-win.
Able to work independent and committed to do whatever it takes’ to become successful
Consultative solution selling
RFI / RFP / RFQ process experience