Client Executive - Acquisition

As a Client Executive at Insight, you’ll be responsible for building influential relationships with client IT leadership and business leadership to sell Insight’s full portfolio of products and services solutions within your assigned book of business.  Your primary role is to qualify and close business while acting as a trusted advisor and expert across Insight’s offerings. Your focus is to achieve sales and profit goals through account planning, vendor partner teaming (internal & external), on-site client visits, engagement/solution development and implementation support/follow-up. 

Our Client Executives are primary contact and resource to a set of clients and are responsible for positioning accounts to leverage specialized resources to deliver Insight Intelligent Technology Solutions TM.  The Client Executive will earn client loyalty by building meaningful connections that drive value for both clients and partners to drive profitable growth.  Client Executives will be responsible for positioning and managing other specialized resources, e.g., Solution Executives (SEs), Practice Subject Matter Experts (SMEs) and vendor partnerships to ensure growth opportunities are identified and create value for our clients and Insight.

“Technology” Client Executives support the segment of existing clients that have historically purchased products and attach services.  These Client Executives are focused on protecting existing base while simultaneously looking for opportunities to lead with architected service solutions and expand product-based sales to drive value for our clients, partners and Insight.

“Solutions” Client Executives support the segment of existing clients that have either a historical or high propensity to buy architected service solutions.  These client executives look to lead with our architected solution sales within their book of clients through specialized knowledge of Insight product and services to create value for our clients, partners and Insight.

“Acquisition” Client Executives support our less penetrated existing clients and/or net new logos. 

What you’ll do at Insight:

• Meet with Clients in assigned book of business to build influential relationships, ask probing questions and listen carefully to understand and capture each Client’s specific near-term and long-term needs, capitalizing on recurring revenue possibilities.
• Develop and deploy a strategy within your account set that positions Insight to capture a significant percentage of the IT spend and increases revenue by expanding the Client’s existing purchasing spend into new product and services categories.
• Team with other Client Executives, SEs and SMEs across Insight’s solutions capabilities, as needed, in order to identify and develop complete and, often times, complex solutions.
• Complete accurate forecasting and business development reporting, as well as detailed sales pipeline management (dates, revenue, GP, description/LOB context, probability status, etc.).
• Consistently be cognizant of Insight’s current and developing solution offerings, strategic integrator and vendor partnerships and internal support organizations required to support business development and deal closures.

What you’ll need to join Insight:

• Bachelor’s Degree in Business Administration or Computer Science, MBA or master’s degree preferred.
• Entry level: 0 – 2 years of technical sales experience with a documented successful track record in selling high end technical solutions across multiple platforms.
• Professional training and certifications in sales and partner management, complex sales training (e.g., Miller Heiman, Spin, Michael Bosworth, Holden, etc.), sales methodologies (equivalent to MSP), excellent communication (presentation skills), effective marketing tactics, negotiation, and financial analysis needed. 
• Expert knowledge in channel management and solution sales.  Moreover, you’ll need experience in acquiring net new business and expanding existing account relationship. 
• Experience with reports, proposals, statements of work and/or business correspondence. 
• Must have excellent communication skills, customer service and interpersonal skills; including the ability to effectively present information and respond to questions from groups of managers, customers, and other teammates.