Job Description

Job Req ID: 54754

Posting Date: 19-Jun-26

Function: Brand & Marketing

Location: Gurugram

Salary: Competitive

Why this job matters:

The Solutions Factory Specialist team provides support for our UK field-based sales specialists and account managers through taking ownership of specialist product and solution design, pricing and where appropriate ordering. The solutions factory team will help facilitate sales that are originated by account owners and Business Development leads, helping to qualify customers’ requirements, turning broad discussions about desired business outcomes into a service design based on a mix of BT’s products and services. This involves working with colleagues in BT who manage and visit customers in public sector organisations, multinationals and large corporate UK businesses. The Solutions Factory professionals support a broad range of BT’s products and services including networking, security, IT Services, Data Centres and Mobile technologies. The role will focus on combining the right mix of BT’s products and services to deliver a competitive and compelling technical solution to address a defined set of needs. This means that each role within the factory will have a defined area of the solutions portfolio to work within, however will be expected to have a good general understanding of how their own technology area relates to the broader solution set available. The Solutions Factory will take accountability on behalf of UK Business for designing, pricing and “solutioning” to support success in sales performance whilst delivering a brilliant customer experience. The role involves helping field salespeople to expand our business with existing customers through selling up and across our portfolio towers, and acquisition support. Working with colleagues in the team and various stakeholders across BT, the role will prioritise delivering a highly responsive specialist design and solutions pricing function that delivers high quality sales output to help account managers and specialists to close profitable business for BT. The Solutions Factory Manager will lead the Specialist roles which will support sales to both UK public sector and private sector organisations, accommodating the different buying processes and will need to maintain adherence to Public Contracting Regulations where they apply.

Key Responsibilities:

Lead, mentor and manage a team of Solution Design Specialists and Analysts

• Responsible for multiple stakeholders including CFU senior leadership. Proactively manages stakeholders, monitors and takes appropriate action from feedback, complaints, manages expectations and interlocks performance standards
• Owns the responsibility for root cause analysis
• Manage work allocation for a team of 5-10 Solution Design Specialists and Analysts
• Responsible for Quality monitoring of the output data
• Responsible for timely delivery of data as requested by the CFU and other stakeholders
• Training new team members

Pre-Qualification & Qualification

• Support deal qualification activity with Sales Specialist and Account Owners for a defined set of products and services within a technology area e.g. Wide Area Networking, LAN or Mobile communications
• Understand design brief / tender requirements, including high level business outcomes, to enable creation of a statement of requirements from which to build a solution
• Assessment of Product Suitability including identification of core products to meet the requirement and any technical constraints that need to be addressed
• Review current customer inventory / specifications to ensure suitable knowledge of customer environment to be accounted for in the solution creation/design/pricing
• Identify suitable BT vendors/partners that BT can work with to deliver solutions as and when required
• Requesting Deal Registration with vendors to secure preferential pricing and/or terms

Develop Solutions

• Engage with BT colleagues and/or customers as appropriate to ensure full understanding of the design briefs
• Design High level core solutions for the relevant product towers with ability to produce budgetary pricing to support deal qualification
• Ensure understanding of any design principles or financial guardrails to ensure solution compliance within BT
• Check Network or Service access availability / coverage to identify how the solution will be delivered and identification of potential challenges
• Create a detailed low-level design for suitably qualified opportunities including pricing of all elements
• Build solution pricing (to produce pricing capable of customer acceptance) through a mix of the following: inputting deal parameters into appropriate pricing tools, following Salesforce and other online processes, deal registration, submitting front door requests, attending and following relevant governance steps
• Ensure the production of technically appropriate and commercially viable proposals using approved products
• Ratify designs with external partners / account teams and customers as required
• Follow approved governance processes including seeking relevant pricing sign off’s using processes/forms/meetings

Presentation/Deal Closure

• Create proposal documentation and/or input to customer presentations for the designed solutions
• Produce bid text input for formal bid questions relating to the technology area that you support
• Re-work designs/pricing/proposal documentation following customer feedback
• Prepare customer order forms and CRF’s including eSigning

Handover to Delivery

• Prepare for handover into delivery
• Assist with order input as required into various BT systems

Technical Expertise

Maintain expertise in your chosen technology area to keep up to date with technology developments, market movement, regulation and competition

Skills:

• Demonstrable experience of managing high performing teams in a combination of Sales, Pre-Sales, Solution Design and Technical Business Analyses in IT/ICT functions
• Knowledge of Communications and/or IT Services industry knowledge for networking, IT, mobile communications, Unified Communications or adjacent technologies gained through working in one of these sectors
• Ability to lead in collecting, validating, and vetting with customers the deal-specific technical, functional, and non-functional requirements
• Strong verbal and written communication skills focused on needs analysis, solution design and positioning, and business justification
• Ability to develop/write and present to end customers high quality technical solutions linked to the customers agreed business criteria
• Ability to develop non-binding budgetary estimate solution proposals to include costs/work breakdown structures, draft deployment timelines, technical/operational dependencies, draft architectures, outcomes and any related KPIs
• Excellent presentation and communication skills, with the ability to convey complex technical concepts to technical and non-technical audiences.
• Highly organised strong problem solver
• Ability to challenge where required

Desirable

• Technical skills gained through Industry Accreditation such as Cisco Certified Network Associate (CCNA), Fortinet Certified Associate (FCA), Juniper Networks Certified Internet Associate (JNCIA), CompTIA Network+ or equivalents
• Technical skills gained through a degree level qualification related to IT/ICT/Telecommunications
• Appreciation of BT and competitor offerings, emerging technologies, market conditions, industry standards and UK communications related regulations

Qualifications:

• Degree in a relevant subject
• Postgraduate qualifications preferred. Sales, Marketing, Research and Insight qualifications preferred

Experience:

• 10+ years of experience in a specialist product or technical role or sales engineering, preferably in the communications or IT Services industry

• Bachelor’s degree in IT, ICT/Telecommunications, Computer Science, Engineering, or a related field.
• Experience in analysing the needs of prospective customers against an existing product set, and providing advice on how solutions can be delivered using those products

Experience working with one or more industry partners and/or vendors within the telecommunications and IT sectors

BT Group’s Behaviours

Customer First

Prioritize customer needs in every decision and action.

Challengers

Challenge the status quo and bring innovative ideas to life.

Committed

Own outcomes and deliver with integrity.

Clear

Communicate openly and simply, ensuring alignment.

Connected

Collaborate across teams to achieve shared goals.

BT Group is the UK’s leading communications group and the holding company behind some of the country’s most recognised brands – including BT, EE, Openreach and Plusnet. Our purpose is as simple as it is ambitious: we connect for good. Our customers include consumers, small, medium and large businesses, public sector organisations and other communications providers.

BT Group’s role is about setting direction, unlocking value and creating the conditions for our brands and businesses to thrive.

Having come through the most capital-intensive phase of our fibre investment, our focus now is on what comes next – simplifying how we operate, using technology and AI to work smarter, and organising ourselves to serve customers better and grow sustainably. Group teams shape strategy, policy, brand, capital allocation and transformation, helping the whole organisation perform at its best.

We have a singular culture that unites all our people: we are customer-first challengers, who are committed, clear and connected. These behaviours unite us as one team to deliver for our colleagues, our customers, our stakeholders and the country. Joining BT Group means working at the heart of a business that matters to the UK, with the opportunity to shape decisions, influence outcomes and help set the future course of one of the country’s most important companies.