Key Responsibility
Strategic Leadership
- Drive improvements in solution quality, win rates, and operational KPIs.
- Ensure governance processes and risk management standards are upheld on high-value, complex deals.
- Promote a mindset of having a strong grip on all workstreams and striving for the best outcomes for customers and the business.
- Be visible, proactive, and lead by example with a strong opinion.
Solution Design & Architecture
- Lead end-to-end solution design and architecture of complex, customized solutions involving multiple technology towers.
- Establish solution design frameworks that balance customer requirements, implementation feasibility, and profitability.
- Ensure solutions meet customer expectations on cost, time, and quality while driving profitability and growth for BT.
- Ensure technical viability and practical deliverability of proposed solutions.
- Ensure solutions meet business and operational requirements and fit into larger architectural strategy and infrastructures.
- Ensure business requirements are translated into deliverable solutions, which meet customers’ needs.
- During delivery, assess scope changes to maintain alignment with cost, timeline, and quality objectives.
- Create reusable offerings and solution components/accelerators that can be rapidly customized for specific customer scenarios.
Sales Enablement & Support
- Partner closely with sales leadership to align pre-sales strategies with sales objectives.
- Support complex sales cycles with solution presentations, demonstrations, and technical deep dives.
- Participate in key customer meetings to articulate the value and approach of proposed solutions.
- Provide expert solutioning guidance during strategic customer conversations and executive meetings.
Proposal Development & Scoping
- Own the development of compelling proposals, statements of work, and input into customer contracts.
- Accurately reflect solution scope while identifying critical dependencies and risks.
- Comply with governance processes to ensure appropriate risk assessment and mitigation.
Cross-Functional Collaboration
- Lead virtual cross-functional teams of technical, service, and delivery professionals.
- Collaborate with sales, bid, and product teams to shape viable solutions.
- Collaborate with delivery teams to ensure proposed solutions can be effectively implemented and executed.
- Work with product management to align service offerings with product roadmaps and capabilities.
- Work with regulatory teams to develop compliant solutions.
- Provide feedback to product and delivery teams based on customer requirements and market demands.
Market Intelligence & Competitive Analysis
- Develop strategies to differentiate solution offerings from competitors.
- Provide insights to executive leadership on market dynamics and competitive positioning.
- Analyse win/loss data to refine solution approaches and proposal strategies.
- Stay ahead of market trends and reflect insights in pre-sales solution strategy to maintain competitive edge.
- Identify market opportunities for new service offerings or solution packages.
Culture & Mindset
- Own your role and outcomes, ensuring accountability and responsibility.
- Drive a culture of sharing knowledge, methodologies, documentation, and customer-facing collateral.
- Drive a continuous improvement mindset to raise the bar on how we work on a daily basis.
- Mentor new joiners and cross-functional team members, sharing knowledge and experience.
- Perform necessary administrative tasks while focusing on leading and managing people to deliver required customer and business outcomes.
Professional Experience
- 12+ years of experience in pre-sales, solution design, solution architecture, technical leadership or related fields.
- Proven track record of supporting large, complex sales opportunities and driving revenue growth.
- Experience collaborating with global cross functional pre-sales or solution architecture teams.
- History of successful collaboration with sales, delivery, service design and product organizations.
- Experience with proposal development, estimation, and scope definition.
- May hold relevant industry recognised accreditations.
Solution Design and Technical Proficiency
- Strong background in solution strategy, designing and delivering complex, multi-domain solutions (e.g., networking, cloud, WAN, SDWAN, LAN, Wi-Fi, security, contact centres, collaboration).
- Broad technical knowledge of multiple technologies across Digital Infrastructure (Cloud, WAN, SDWAN, LAN) and Digital Workplace (Collaboration and Contact Centres), and emerging technologies including Artificial Intelligence (AI).
- Ability to lead technical conversations with customers and keep current with technology trends and deployment methods.
Leadership and Collaboration
- Understand the role of teams in pre-sales and deliveries and collaborate effectively.
- Foster a culture of care, investment in outcomes, and a solution-oriented mindset.
- Encourage a “can do” attitude, ensuring tasks are completed right the first time.
Behavioural Competencies
- Act with integrity and take full accountability for decisions and their impact.
- Be inquisitive, ask questions, and challenge the status quo.
- Hold people accountable and ensure adherence to standards.
Role Modelling and Commitment
- Exemplify desired behaviours and attitudes.
- Live by Leadership Standards and mentor others.
- Demonstrate commitment to the role, ensuring tasks are completed to a high standard and on time.
- Bring their best to work every day and drive performance goals aligned with BT International strategy.
Commercial Accumen
- Be commercially aware of scope changes and their impact on P&L.
- Hold commercial discussions to protect scope and P&L.
- Recognize and pursue cross-sell and up-sell opportunities across Digital Infrastructure (Cloud, WAN, SDWAN, LAN) and Digital Workplace (Collaboration and Contact Centres) solutions.
Communication
- Communicate effectively with all levels of the business leadership team both internally and with customers.
- Build and maintain strong relationships with key stakeholders.
- Present solutions with passion and impact to internal and external audiences.
BT leadership standards
Looking in:
Leading inclusively and Safely
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.
