Senior Director - Security Deal Architect - BT - Irving

Job description

Purpose Of Role
The role holder works in conjunction with the Account Director to pursue, negotiate and win innovative, technologically advanced and commercially compelling major Solutions or Outsourcing deals.
This requires the qualification and subsequent development of business opportunities in direct consultation with the customer, and the establishment and maintenance of close working relationships with the account team who act as the direct channel to market.
Once the opportunity has been developed sufficiently to enter into a bid cycle, the role holder will lead the bid team and will be responsible for architecting the commercial proposition and, through leadership of the wider bid team, the service proposition which may include networks, products, systems, service, business processes and people. The proposition will be articulated as closely as possible to the clients' language and terminology, and developed with commercial integrity and delivery credentials.
Finally, he/she will work with all relevant groups to develop the final contract in readiness for hand-over to the Contract/Business Management team.
The post holder may also manage a team of senior/deal architects or predominately a team of senior/deal architects supporting them in qualification and day-to-day management in addition to operating as a deal architect in their own right.


Key Responsibilities
To provide expertise and leadership on the most significant bids in terms of value, strategic importance and complexity.
To research, develop and pursue a detailed sector development plan.
To shape and develop specific business opportunities, closing deals, negotiating contracts terms and pricing.
The post holder must be assigned to individual financial targets for signing significant new business as agreed with their regional line manager.

Business Impact
Impact is medium-term but there may be involvement in longer term strategic planning.
Develops bids on a scale that significantly affects BT's credibility in the external outsourcing market.
Decisions typically require GM/Executive approval.


Authority/Decision Making
Works under the guidance of the General Manager.
Commands an appropriate level of credibility and authority, perceived as an expert in his/her field.
As a result he/she would have a very strong influence in recommending the signing of the bid.


Qualifications
Experience solely driving and developing profitable business, or equivalent business management qualifications and experience.


Skills/Experience
Highly skilled and experienced negotiator able to quickly build effective relationships, with senior, key influential external decision makers, i.e. IT Directors, Business Unit Heads, HR Directors and Finance Directors.
Visionary approach to securing profitable new business on long-term contracts.
Expert grasp of the technology and technical solutions available to drive commercial benefits.
Commercially astute to drive the commercial case and the deal negotiations to deliver win-win benefits over the contract term for BT and the customer.
Comprehensive and in-depth understanding of the opportunities in a given sector.
Extensive internal contacts network.
BT IS AN EQUAL OPPORTUNITY EMPLOYER M/F/Disability/Veteran

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