Account Technology Specialist

The Account Technology Specialist resides within EMEA.

The Account Technology Specialist is a business-focused technology adviser who helps customers connect 
technology priorities with wider business objectives. The role independently leads selected customer 
engagements, working with senior IT stakeholders to understand business needs, influence technology 
decisions and develop practical technology roadmaps and transformation opportunities.
Acting as a bridge between customer priorities, technology capabilities and commercial outcomes, the role 
shapes commercially relevant recommendations and engagement direction. The Account Technology Specialist 
works alongside Solution Architects, who lead solution design and technical architecture, to ensure that proposed 
approaches are credible, relevant and aligned to customer outcomes.
The role applies broad knowledge across relevant technology domains, coordinates the right internal and partner 
expertise for defined engagements and escalates complex or enterprise-wide strategic matters to Senior Account 
Technology Specialists or appropriate leaders.

Insight’s Success Criteria
Strong performance is demonstrated by independently converting customer technology conversations into 
qualified opportunities, credible engagement direction and clear business value. Success is reflected in trusted 
relationships with senior IT stakeholders, effective coordination of virtual teams and disciplined progression of 
selected opportunities, while complex portfolio-wide or C-suite transformation strategy remains with the Senior 
Account Technology Specialist.

Key Responsibilities
• Lead selected technology advisory engagements, translating customer priorities into actionable 
recommendations and roadmaps.
• Act as a trusted adviser to senior IT stakeholders, building relationships that influence technology 
direction and support informed investment decisions.
• Own and maintain the technical account plan for assigned accounts or engagement scope, aligning 
customer priorities, partner initiatives and Insight capabilities.
• Shape customer value propositions with Account Executives, Solution Architects and specialists to 
establish business and technical relevance.
• Connect technology investment to adoption, measurable customer outcomes and commercial value.
• Influence technology decisions within defined engagements, while Solution Architects retain 
accountability for solution design and technical architecture.
• Coordinate sales, architecture, delivery, customer success and partner teams to progress agreed 
customer outcomes.
• Provide broad technology advice, recognising when specialist or senior strategic input is required.
• Support account growth by identifying expansion, renewal, adoption and consumption opportunities 
linked to the technical account plan.
• Maintain appropriate opportunity, pipeline and account-planning governance for assigned scope.

Key Activities
• Prepare and facilitate discovery sessions, advisory workshops and roadmap discussions.
• Analyse customer objectives, technology landscape, challenges and dependencies to identify relevant 
advisory and transformation opportunities.
• Build and maintain the technical account plan, including priorities, stakeholder context, opportunity 
pathways and agreed next steps.
• Qualify opportunities by clarifying customer need, business value, technical relevance, stakeholders 
and progression criteria.
• Develop customer-specific value narratives with input from commercial and technical colleagues.
• Coordinate Solution Architects and specialists to validate technical direction and align solution options 
with customer requirements.
• Align Account Executives, architects, delivery, customer success and partner teams on ownership, 
actions and next steps.
• Monitor progress against agreed account and opportunity actions, maintaining accurate planning and 
forecasting information within applicable processes.
• Maintain current broad knowledge across relevant technology domains, emerging AI capabilities, 
security considerations and industry developments.
• Share knowledge and effective practices with colleagues and contribute to the development of ATS 
capability.
This list is not exhaustive, and teammates will be required to undertake additional responsibilities reasonably 
requested by their manager.

Qualification, Skills and Experience
Education: 
Degree in a relevant field and/or equivalent commercial, technology and specialist sales experience.
Experience and Knowledge:
• Broad and current cross-domain technology knowledge, with the ability to connect technology priorities 
to business outcomes.
• Experience in technology advisory, solution sales, architecture or a related customer-facing technology 
role.
• Experience independently leading selected customer engagements and influencing senior IT 
stakeholders.
• Ability to assess opportunity quality and contribute to commercially credible customer propositions.
• Experience using account plans, technology roadmaps or value cases to guide customer engagement 
within a defined scope.
• Business and industry awareness sufficient to understand customer priorities and translate them into 
relevant technology outcomes.
• Ability to coordinate virtual teams across sales, architecture, delivery, customer success and partner 
organisations.
• Professional judgement to work independently within defined scope and seek senior or specialist 
guidance for complex, enterprise-wide or C-suite matters.
Power skills:
• Communication & Storytelling: Communicating clearly and adapting messages to different audiences 
through engaging, impactful storytelling.
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• Teamwork & Collaboration: Working effectively with diverse teams to combine strengths and achieve 
shared outcomes.
• Problem Solving & Negotiation: Identifying root causes, developing solutions and reaching mutually 
beneficial agreements through analysis and communication.