The Solution Client Executive (SCE) is a single account owner responsible for maximizing solution business within a targeted book of large client accounts. The SCE will orchestrate all teammates assigned to these accounts, represent the entire Insight value proposition, and deliver an excellent client experience. Responsible for qualifying and closing business opportunities by selling complete IT solutions to accounts in a defined geographic territory through client visits and presentations. As a trusted advisor to Insight’s clients, the Solutions Client Executive (SCE) will identify opportunities to leverage Insight’s complete technology offering which encompasses hardware, software, services and networking. This position will partner with Solution Account Manager (SAM) to manage and grow opportunities within their market/region to achieve sales objectives.

What you’ll do at Insight

• Responsible for profitable Y:Y growth in large client accounts (enterprise/corporate) assigned to them including managing total sales and customer satisfaction > $3 million in GP.
• Identify, qualify, and close new accounts in assigned territory to meet growth expectations within each account across the full Insight portfolio.
• Proactively advise and introduce new solutions to solve client’s business needs.
• Build trust and tight collaboration among the Services teammates and proactive sales and operations teams assigned to specific PODs.
• Exhibit Insight knowledge by selling company as a solution to business needs.
• Defining and executing the strategic vision in each account, documented in strategic account plans, and executed in client QBRs and frequent client facing meetings.
• Identify client’s business needs, position Insight’s full portfolio of services led solutions, collaborate with the appropriate teammate SME(s), and maintain a healthy and accurate pipeline of the opportunities generated.
• Develop and pursue an overall account plan to maximize opportunities and leverage Insight’s integrated solution offerings within key accounts.
• Effectively communicate and present to all executive levels of an organization Insight’s complete value proposition.
• Lead negotiations, coordinate complex decision-making process, and overcome objections to capture new business opportunities.
• Identify sales opportunities by exploring client business needs and may introduce a Solutions Account Manager to assist in closing a sale.
• Develop and maintain a strong knowledge of leading industry trends such as electronic commerce, spend management and technology initiatives.
• Utilize question based selling methods to ascertain client needs and craft relevant solutions encompassing hardware, software and/or services.
• Must be able to accommodate a flexible travel schedule and attend meetings/client visits within the assigned geographic territory and other locations as assigned.
• Transition Service issues to sales discussions.
• Responsible for developing relationships with field publisher partners to work on leads and opportunities (both from Insight and publishers).
• Gain commitment from key influencers and executives to demonstrate a business partnership with company.
• Participates in significant company events and seminars.
• Leverage resources to provide added value to corporate customers in order to maintain excellent customer satisfaction.
• Inform customers about company program benefits and implement where appropriate.
• Submit accurate and timely forecasts that are aligned with assigned sales quotas.
• Facilitate all communications/order processing and reporting for all current and future accounts.
• Attend Company, vendor, and publisher trainings and webinars, as directed.
• Additional duties as assigned.

What you’ll need to join Insight

• Bachelor's degree (B. A.) from four-year college or university; or 5-7 years professional selling experience in aggressive cold calling and prospecting environment in high-tech or service-related industry.
• Must have a strong knowledge of IT products and services.
• Must be able to show a proven strong sales track record of consistently exceeding corporate objectives and quotas.
• Able to build relationships and quickly develop trust with C-level executives to position Insight capabilities.
• Work directly with architect/technical resources to drive strategic data center sales.
• Knowledge of software, hardware, licensing, and peripherals a plus.
• Able to read, analyze, and interpret general business/ professional journals, technical procedures, or regulations.
• Able to write reports and/or business correspondence – must have excellent communication skills.
• Must have excellent customer service and interpersonal skills, including the ability to effectively present information and respond to questions from groups of managers, customers, and other employees.
• Must be self-driven, motivated and results oriented. Solid problem solving and consultative skills required.
• Skill in planning, organizing, and managing time across multiple tasks needed.
• Effective use of PC including Microsoft Office required.
• Must be able to travel within assigned geographic territory and other locations as assigned.

The position described above provides a summary of some the job duties required and what it would be like to work at Insight. For a comprehensive list of physical demands and work environment for this position, click here.

Internal teammate application guidelines:

• Meet the minimum qualifications and requirements of the position;
• Have completed minimum service time in current role based on department (ranges from 6 months to 2 years) and have current manager approval.
  • For Account Executives, must be in role for at least 2 years and be a Level 2
  • For Solutions Marketing, must be in role for at least 18 months
  • For Client Fulfillment Center, must be in role for at least 6 months
  • Unless noted above, must be in role for at least 12 months
• Not be under a disciplinary evaluation or suspension period;
• Have satisfactory performance in their current position;
• Have their current manager/supervisor recommendation

Click here to find resources to help prepare for the interview process.

Do you know someone who would make a great Insight teammate?

Referrals are the best way to build quality teams – and a great way for you to earn a little extra cash. Please visit the Teammate Referral Policy page on Inside.Insight to find out how you can refer someone to this job at Insight.

Insight is an equal opportunity employer, and all qualified applicants will receive consideration for employment without regard to race, color, religion, sex, national origin, disability status, protected veteran status, sexual orientation or any other characteristic protected by law.

Posting Notes: NA || California (US-CA) || United States (US) || Sales/Business Development || None || Remote ||