BT Senior Pursuit Leader in Singapore

Purpose Of Role:

The role holder is responsible for direction and control of all Major Transformational Deals the Asia, Middle East, Africa and Turkey (AMEA) region. He/she develops the deal strategy to drive large scale and profitable business for the company in a matrix environment.

He/she will be responsible for the alignment and coordination of all pre-sales activity (and associated resources) in AMEA. This will include (but not be limited to) the leadership, direction, professionalism and productivity of Bid Management, Commercial Finance, Legal & Regulatory, Sales Specialists, Deal Architects, Solution Architects, Business Development specialists, CTO, Technical Designers and specialist product support, either via their direct control, or via a virtual management relationship.

Key Responsibilities:

  • To be accountable for the leadership and management of key deal teams to win large strategic Transformational opportunities through the bringing together of cross functional teams.

  • To provide leadership and day to day direction of deal structuring teams, this will include pre-sales, legal, delivery and service, PS consulting and commercial and technical resources

  • To work with the Head of Sales & Country Managers, identify, develop and qualify key opportunities and then manage them through the WNB process

  • To take the lead pursuit on key strategic deals, including leading CXO level customer engagements and complex negotiations

  • To work with the Head of Sales to build internal, external and third party supplier relationships to ensure full commitment and support

  • To develop strategies and objectives to address the needs of global multi-site corporates and / or horizontal/vertical channels, to achieve sales quota, new business opportunities, and the increase the positive awareness of BT brand

  • To be a key owner and/or influencer of CEO relationships as part of an agreed overall contact strategy with the customer

  • Working with the Account Management team function to make sure the account strategy and deal strategies are aligned in order to extract the best outcomes for BT

  • Where appropriate, to form relevant strategic partnerships

  • Responsible for the overall deal P&L

  • To give the business visibility and forecast around the signed of bid cost estimation approval

Business Impact:

  • Long term strategy and overall business philosophy typically guide this role

  • Impact is medium-term and involved in longer term strategic planning

  • Clear strategic elements

  • Typically requires executive approval

  • Develop commercially sound solutions that influence business unit results and improve customer relationships

  • Increased awareness of functions outside of own business area

  • Accountable for function cost performance

Authority / Decision Making:

  • Engages at Board level both internally and externally to strategically position BT for maximum competitive advantage

  • Sets direction and control of all sales activity

Qualifications:

  • Preferably MBA qualified or equivalent

Skills / Experience:

  • You will also be able to demonstrate a broad knowledge of NSI (Network Service Integration) outsourcing services and solutions; working as the lead for large complex projects.

  • Security (Cyber) knowledge is desirable.

  • Will be able to confidently articulate all aspects of the solution and persuasively communicate value to the clients in terms of financial return and benefits, and impact on customer business goals.

  • Educated to degree level, or relevant job experience

  • Minimum 10 years industry experience or equivalent

  • Minimum 3 years of major deal experience (₤20m to ₤100m ) in selling Networked IT Outsourcing and/or Managed Services

  • Relevant experience in the sales function

  • Strong leadership skills in managing, motivating and coaching

  • Strong commercial acumen, financial skills and experience of delivery against a P&L

  • Board level contacts and engagement

  • Executive level presentation & exceptional communications skills mandatory

Targets / Key Performance Indicators:

  • TOV GBP xx m (Individual)

  • Revenue GBP xx m (Region)

  • Margin GBP xxm (Region)

Job: Desk Based Account Manager

Title: Senior Pursuit Leader

Location: South East Asia-Singapore

Requisition ID: 68581