Overview

The Account Director is an experienced account owner, adept at building relationships with C-suite clients, driving solution sales, and managing integrated teams to advance the full Insight portfolio in large corporates and enterprises across both single-geo and multi-geo regions. In this role, the Senior Account Executive works strategically with clients, orchestrating key stakeholders and leading integrated account teams to help clients transform their businesses.

Responsibilities

• Propel integrated solution sales across Strategic/Growth clients by leveraging the full Insight portfolio to meet client needs, exceed sales targets, and drive margin and win rates through proactive cross-selling and upselling initiatives.
• Formulate strategic account plans that directly address client pain points, influencing their buying vision and fostering growth opportunities.
• Maintain a dynamic sales pipeline to ensure precise forecasting, surpass revenue goals, and seize expansion opportunities through strategic cross-selling and upselling efforts.
• Drive annual pipeline growth by identifying and capitalizing on expansion opportunities, proactively promoting Insight solutions and services to maximize margins and win rates.
• Develop and own annual business plans for designated high-profile client accounts, aligning them closely with Insight's strategic vision and outlining pathways to surpass agreed-upon goals.
• Collaborate with client stakeholders to craft multi-year strategic account plans aligning with corporate strategies, defining mutual goals, and ensuring accountability for delivering results.
• Client Relationships & Stakeholder Management: Cultivate deep relationships with c-suite executives, leveraging Insight expertise to enhance client satisfaction and drive sales growth.
• Immerse in client organizations to understand priorities, pain points, and strategic goals, identifying synergies for mutual growth opportunities.
• Lead Integrated Account Teams in orchestrating internal stakeholders to meet client needs, uncover strategic solution opportunities, and drive business success.
• Collaborate with teammates and senior leadership to communicate key opportunities, mitigate risks, and align business strategies for success.
• Commercial Acumen: Act as a thought leader challenging the client's status quo by tailoring propositions based on deep business insights and industry trends to secure long-term IT service provision.
• Leverage insights from relationships with partners, key industry figures alongside knowledge of technologies, and emerging markets to shape sales strategies and drive targeted business growth.
• Apply financial expertise to guide commercial decisions, shape business cases, and craft compelling value propositions that resonate with clients and drive sales growth.
• Sales Methodology and CRM: Utilize internal CRM systems to generate precise forecasts and manage pipeline data effectively.
• Execute sales opportunities in alignment with the sales methodology, seeking continuous training and coaching for skill enhancement.
• Engage proactively in the deal governance process to refine sales opportunities based on feedback and drive successful outcomes.
• Professional Development: Enhance knowledge and sales skills through continuous training and professional development opportunities, ensuring a competitive edge in the industry.
• Proven track record of consistently achieving sales targets both in Technology and Solutions in Public Sector, Health/Education/Police/Defence is essential.
• Experience of managing the full sales cycle from initial contact to completion for a book of existing accounts in Public Sector.
• Able to quickly gain thorough understanding of the customer requirements.
• Experience working both independently and in a team-oriented, collaborative environment.
• A team player with a flexible approach and "Can do" attitude.
• Strong interpersonal, organisational and presentation skills.

Benefits

• Competitive salary and performance-based incentives
• Comprehensive health and wellness benefits
• Opportunities for professional development and career advancement
• A supportive and inclusive work culture
• Access to industry-leading tools and resources