Job Title: BT Security Senior Contract and Commercial Manager
Recruiter: Tia Numan
Locations: London, Cheltenham or Ipswich
Advert Closing Date: 1st October 2023
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.
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:
In your role as a Senior Commercial Manager, you will lead the contract and commercial teams to drive the growth of BT Security, through successful contract management and by orchestrating and negotiating the successful closure of BT Security’s major, most complex and lucrative deals. Working closely alongside Account Management, you will help manage and nurture the relationship with some of BT Security’s key Customers, to help growth and develop the business. As well as owning the management of BT Security’s contracts, you will work on BT Security’s major deals. These are deals that are business case driven and require innovative deal strategies, are technically and commercially advanced. These deals typically require Director level approval or above.
What you’ll do:
- Responsible for designing, leading, and orchestrating winning deal strategies for BT Security’s major, complex, and strategic deals.
- Responsible for the management of BT Security’s key contracts.
- Responsible for coordinating the many necessary capabilities and functions required to execute the deal, working closely with the assigned Bid Management resource to bring these together.
- Builds strong cross-functional relationships, embedding and role modelling collaborative ways of working.
- Conduct commercial risk assessments and manage identified risks through appropriate mitigation.
- Responsible for managing the risks and ensuring mitigations are in place for BT Security’s major contracts and new deals.
- Responsible for coordinating necessary parties to ensure the entire proposal and final contract for such deals is created, documented, and aligned with all necessary stakeholder.
- Alongside Account Management leads the commercial management of BT Security’s contracts and new deal negotiations.
- Accountable for populating contract schedules in the contract, ensuring internal alignment.
- Accountable for ensuring all team working on an account follow BT Business’ best practices and frameworks.
Skills required for the role:
- Ability to engage with all levels (internally as well as with customers) leaders, building deep relationships as a trusted interface into BT.
- Ability to articulate a bid/deal and its progress to the customer in their language and terminology.
- Demonstrated knowledge of how to lead and support several teams with a diverse range of functions and in a virtual way.
- Communicates effectively at all levels internally and to Executive level customer stakeholders.
- Experienced in managing complex programmes or contracts.
- Interprets, manipulates, and presents technical and commercial information clearly.
- 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.
- Knowledge of how a business case is created and how to drive the levers and position the outputs.
- Possesses strong commercial and legal awareness.
- Analytical / Financial: Quantify an opportunity for its commercial benefit.
- Exceptional negotiation skills, both in terms of the development of a solution and in agreeing commercials suitable to the customer.
- Willingness to challenge and do the right thing where required e.g., resolve commercial dilemmas.
- Champions new agile innovative ways of working both in terms of behaviours, digital tools, and best practices.
- Mind-set that begins and ends with the customer: Personally, role models a strong customer focus where customers are the reason, we have a business; places the achievement of excellent customer solutions at the heart of the organisation.
- Demonstrated knowledge of how to lead and support several teams with a diverse range of functions and in a virtual way.
- Communicates effectively at all levels internally and to Executive level customer stakeholders.
- Able to work under pressure to coordinate the team to deliver timely and consistent outputs.
- Clear evidential experience of initiating, managing, and closing complex and strategic deals.
- Strong risk management and mitigation experience of high value (£millions)
- Previous unit transformation experience
- Will require to pass and maintain appropriate Security Clearance
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.
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)
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!
Looking in:
Leading inclusively
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.