Client Partner

Job Req ID: 32585

Posting Date: 13 May 2024

Function: Sales and Commercial

Unit: Business

Location:

Madrid, Spain

Salary: Competitive with Benefits

Recruiter: Réka Vajna

Career Grade: C

Why BT?

We’ve always been an organisation with purpose; to use the power of communications to make a better world. You can trace this back to our beginning as pioneers of the world’s first telecommunications company. BT has a key role in British society, fostering change and leading technology innovation. From delivering the Olympics, to supporting the emergency services, to investing more into research & innovation than any other UK technology company, we take pride in everything we do - and in the people who work here.

Today in this fast changing, always on, digital world our purpose remains true. Yet the market conditions, regulation and competition we face are tougher than ever before. So if you hunger for challenges, possess a wealth of experience, passion & tenacity to help propel us forward and grow, we’ll offer unrivalled personal development, a wealth of opportunities to learn, experience new things and pursue new careers. If that’s you and what you’re looking for, we’d love you to be part of our future.

Our desire to be Personal, Simple, and Brilliant for our customers - those are the core values we live by whilst also creating an inclusive working environment where people from all backgrounds can succeed. We are a global company operating at the forefront of the information age, employing 90,000 people in 180 countries. And we are on a mission. Guided by our core BT values, our goal is to help customers, communities and businesses overcome barriers and release their (and your) potential.

Read more about what it's like to work at BT (https://www.bt.com/careers/life-at-bt) .

Why Business

With over 175 years of heritage, BT is now the flagship business brand of BT Group. We’ve brought together our best people and capabilities into a B2B powerhouse serving 1.2 million business customers internationally.

We are a global leader for secure connectivity and collaboration platforms for businesses of all shapes and sizes, from big household names and government departments, right through to sole traders and new start-ups. But it’s not just the technology that matters, it’s what it can do to help them build stronger, smarter, more secure businesses.

We value Diversity and Inclusion and believe in making a positive impact. We Connect For Good by championing digital inclusion and equipping people, businesses, and communities with digital skills to thrive.

As a valued member of our team, you will be part of an organisation that celebrates diversity, fosters innovation and empowers you with opportunities to be your best. With millions of businesses relying on us daily, joining BT means you can be part of a diverse and multi-skilled team that makes a significant impact to society.

Why this job matters

Provides overall leadership and strategic direction to one of the largest global GBFS accounts. Responsible for defining account strategy and objectives, coordinating with the Global Banking & Financial Services Vertical and Global goals and standards. Accountable for performance and attainment of Profit & Revenue budgets and Sales Growth for the client.

Critical requirement to lead the customer relationships across multiple regions, grow senior executive engagement with BT and deliver End to End customer satisfaction measured through the “Net Promotor Score” as well as maintaining existing base and growth into new segments. Revenues and Profit on a current base of c£75m with a plan to exceed £100m over the next 5 years. Must be extremely credible at CxO levels with a good understanding of the financial services market.

Responsible for customer P&L ensuring that key capabilities are leveraged appropriately by the account and extended team.

As a senior leader this role must ensure that global standards are maintained and compliance to global governance assured.

What I’ll be doing – your accountabilities

As the Client Partner, you will lead the development and execution of a strategic sales team and customer account strategy within the Business Unit.

This role is critical for identifying, negotiating and managing key sales opportunities to drive growth in revenue & Ebit across the globe.

Key Responsibilities:

• Account Revenue & Ebitda targets: Develop and execute a comprehensive global customer partnership strategy aligned with the company's objectives and technological roadmap that drives revenue and profit for BT.

• Sales Strategy: Working with key stakeholder in drive, a comprehensive sales & technology strategy to support the customer ambitions and BT’s account growth

• Identifying and Initiating key relationships: Proactively identify potential stakeholder and initiate discussions to grow relationships between the two organisations

• Technology Collaboration and Integration: Foster collaborative relationships between Custumer and internal teams, ensuring seamless integration of technologies for product enhancement and innovation. Establish regular cadence with key stakeholders in multiple geographies to ensure BT is engaged with the right stakeholders.

• Team Leadership and Development: Build and lead a high-performing customer focused sales team, providing guidance, mentorship, and fostering a diverse culture of innovation and collaboration.

• Virtual Team Leadership and Development: Build and lead a high-performing customer focused virtual team including many support functions, providing guidance, mentorship, and fostering a diverse culture of innovation and collaboration.

Skills required for the job

• Go-Getter: A fearless attitude and grit to make things happen

• Growth Mindset & Focus: Focused on driving business growth and the desire to learn and grow positively with the organisation

• Collaborative: Ability to drive positive business outcomes and resolving challenges, whilst working with other teams & stakeholders in a constructive and cooperative manner.

• Customer Win-Win Obsession: Having the empathy and curiosity to understand see things from the customer & BT viewpoint. Drive win-win.

• Interpersonal Skills: Possesses effective communication and active listening skills to build rapport and trust with relevant stakeholders (LT, Strategic Partners, Rest of Org). Unafraid of having difficult conversations to drive the right agenda.

• Adaptability: Ability to adapt and iterate on the prospecting approach in a fast-paced high growth sales environment.

• Spanish Speaking : Given the nature of the client Spanish language would be essential

• Strong Stakeholder Management: Including the BT Business Leadership team & internal senior stakeholder, customer exec level

• Communication Skills : Internal & External Communications

Experience you would be expected to have

• Experience of setting vision, ambition & strategy for a global multinational customer account

• Experience in management of complex, multi-level customers relationships, geographic teams and business performance

• Strong experience in sales in a B2B Business Development or Account Management role.

• Experience in managing infrastructure and security partners and collaborating with internal cross-functional teams to drive business outcomes

• Experience in engaging and influencing decision-makers at various levels internally and externally.

• Track record in delivering results and self-accountability

Leadership Standards behaviours

• Delivering for the customer

• Growth Mindset

• Commercially Savvy

• Leading Inclusively

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.