Account Principal Sr

Senior Account Principal 

The Account Principal, Senior (AP) is the end-to-end owner of services success within a defined portfolio of client accounts. This role spans pre-sales, delivery oversight, and post-sales growth, ensuring that all services engagements are commercially sound, operationally successful, and aligned to long-term client value. 

Operating in a multi-seller environment, the Account Principal acts as the single point of accountability for services outcomes—bringing cohesion across sales, solutioning, and delivery teams and purposefully abstracting internal complexity. 

This is a senior hybrid commercial and service delivery leadership role with accountability for revenue growth, margin performance, client satisfaction, and retention, as well as mentoring other teammates and shaping new GTM solutions across the portfolio. The Account Principal is a steward for their portfolio, managing Insight’s risk and ensuring that growth is profitable, repeatable, and rooted in client success. 

Key Responsibilities 

1. Account Ownership & Strategy (in partnership with sales) 

• Serve as the primary owner of services performance and P&L in assigned accounts 

• Develop and maintain a comprehensive account plan covering: 

• Revenue growth (recurring + project-based services) 

• Margin improvement 

• Expansion opportunities 

• Delivery roadmap and risk profile 

• Build, nurture and diversify executive-level client relationships 

2. Pre-sales Leadership (in partnership with sales) 

• Provide clear direction and prioritization to ensure right pace and path for opportunities 

• Serve as central orchestration point to guide the process, abstract complexity, eliminate friction, and minimize delays 

• Partner with Sales and Solution Line overlays to: 

• Shape services opportunities 

• Align Insight solutions to client outcomes 

• Ensure commercial viability and delivery feasibility 

• Provide go/no-go input and deal governance, including: 

• Scope validation 

• Margin expectations 

• Delivery risk assessment 

• Collaborate with the Practice (delivery) to translate client needs into executable services solutions, ensuring smooth transition from pre- to post-sales 

3. Deal Quality & Commercial Integrity 

• Act as the final checkpoint for services deals prior to close 

• Ensure: 

• Accurate scoping and pricing 

• Alignment between proposal and delivery capabilities 

• Sustainable margin profiles 

• Mitigate risk from poorly structured or misaligned deals 

4. Delivery Accountability (in partnership with the Practice) 

• Align technical delivery with business value realization 

• Own overall success of services engagements within the account 

• Partner with Delivery Leads and PMO to ensure: 

• Shared context and awareness across workstreams 

• On-time, on-budget delivery 

• Quality and client satisfaction 

• Effective issue and escalation management 

5. Growth, Expansion & Retention 

• Lead cross-sell and upsell opportunities that drive lifecycle engagement (from advisory through managed services) and diversify lines of business  

• Own renewal strategy and growth of recurring services in revenue mix 

• Drive strong net revenue retention (NRR) across the portfolio  

• Increasing recurring revenue as a percentage of total revenue 

• Champion continuous improvement and competitive advantage by identifying opportunities to modernize and transform service delivery models (e.g., AI, automation, managed service evolution) 

6. Cross-Functional Orchestration 

• Align across: 

• Account Executives (GTM Sales teams) 

• Solution Line Sales Overlays (Infrastructure, Google, ServiceNow, Microsoft) 

• Pre-sales (technical expertise for scoping, pricing, level of effort) 

• Practice teams (delivery execution) 

• PMO (governance and reporting) 

• Finance (complex deal structures and billing) 

• Ensure a unified client experience despite multiple sellers and contributors 

7. Financial & KPI Management 

• Own and manage: 

• Services revenue targets within the account 

• Gross margin / contribution margin 

• Forecasting and pipeline accuracy (services-specific) 

• Retention and satisfaction KPIs 

• Drive disciplined account-level financial performance 

8. Leadership & Team Development 

• Contribute to the impact and maturity of the organization through: 

• Coaching and developing junior Account Principals, pod members, and cross-functional partners to operate as a high-performance team  

• Supporting new hire integration activities 

• Collaborating with peers on methodologies and ways of working 

• Contributing reusable IP, case studies, and documented learnings to the broader team 

• Lead account and deal reviews, codifying lessons learned into playbooks and reusable assets 

• Operate as a collaborative, culture‑setting leader who helps build a high‑performance, high‑accountability environment  

9. (Active Stakeholder in) GTM Solution Development & Portfolio Innovation 

• Serve as the voice of the client and field in GTM/offer forums, bringing demand patterns and objections from your portfolio. 

• Act as a design partner to pressure‑test new solutions and commercial constructs against account realities and segment needs. 

• Pilot priority GTM plays and offerings in select accounts and provide structured feedback on value, packaging, pricing, and delivery fit. 

• Influence roadmap and prioritization by articulating client outcome impact and account‑level economics (LTV, ARR, margin). 

Qualifications 

Required: 

• 12+ years of experience in: 

• Technology services, consulting, or systems/solution integration 

• Strategic account management, client partner, or delivery leadership roles 

• Proven ability to: 

• Manage and grow multi-million-dollar client portfolios  

• Operate across sales and delivery functions 

• Influence without direct authority in matrixed organizations 

• Consult, communicate, present and influence across multiple tiers of an organization including executive & C-suite level 

• Think critically, solve problems, handle issues and escalations 

• Strong commercial acumen: 

• Deal structuring, pricing, and margin management 

• Experience leading complex services engagements 

• Ability to support up to 30% travel as required for client meetings, internal and industry events 

Preferred: 

• P&L management 

• Enterprise-wide transformations and initiatives with distributed teams 

• Familiarity with leading OEM technologies and partner ecosystems (e.g., cloud platforms, infrastructure vendors, and enterprise software providers) and how they are applied within services-led engagements 

Key Competencies 

• Account Leadership: Operates as a true owner of client outcomes 

• Commercial Judgment: Balances growth, margin, and risk 

• Cross-Functional & Matrix Leadership: Aligns diverse teams toward a common goal 

• Client Relationship Management: Builds trust at executive levels 

• Execution Oversight: Ensures delivery excellence in a matrixed environment  

Success Metrics 

In assigned portfolio: 

• Services revenue growth  

• Gross margin performance 

• Net revenue retention (NRR) 

• Annual recurring revenue as percentage of mix 

• Client satisfaction (CSAT / NPS) 

• Delivery health (on-time, on-budget, low escalation)