Account Executive 3

The Executive Account Manager is responsible for driving Professional Services business growth across assigned enterprise accounts, turning customers’ strategic, business and technology priorities into high-value services opportunities.

This role combines account strategy, business development, consultative selling and cross-functional orchestration, engaging with executive stakeholders and managing complex opportunities throughout the full sales cycle.

Key Responsibilities

Account & Business Development

• Define and execute the Professional Services sales strategy across assigned enterprise accounts.
• Identify new business opportunities based on customers’ business priorities, digital transformation initiatives and technology roadmaps.
• Build and maintain a strong, qualified pipeline, ensuring effective revenue planning, forecasting and prioritisation.
• Drive growth within existing accounts while identifying opportunities to expand into new projects and areas of engagement.

Executive Relationships

• Build and maintain strong, long-term relationships with C-level executives, IT leaders, procurement teams and business decision-makers.
• Act as a strategic partner to customers, developing a deep understanding of their objectives, challenges, investments and technology roadmap.
• Translate complex business needs into clear, measurable and sustainable value propositions.

Professional Services Sales

• Lead the end-to-end sales cycle, from opportunity qualification and solution definition through commercial proposal, negotiation and closing.
• Position and sell advisory, consulting, implementation, transformation and managed/professional services, aligned with the company’s portfolio.
• Develop compelling business cases that clearly articulate customer value, expected outcomes, risks and return on investment.
• Manage complex opportunities involving multiple stakeholders, practices and partners.

Internal Orchestration

• Collaborate closely with Solution Architects, Consultants, Delivery teams, Practice Leads and Sales Specialists to develop the right solution for each customer.
• Coordinate internal stakeholders throughout the opportunity lifecycle, maintaining commercial ownership and clear accountability.
• Ensure a smooth handover to Delivery following contract signature while maintaining the executive customer relationship.

Commercial Performance

• Achieve assigned bookings, revenue and business growth targets.
• Maintain a high-quality pipeline and accurate forecasting.
• Proactively monitor opportunity progress, risks, competition and next steps.
• Protect the commercial quality of proposals by balancing growth, customer value and sustainable delivery.

Skills & Experience

• Significant experience in enterprise B2B sales, with a strong focus on Professional Services, consulting or complex technology solutions.
• Proven track record in consultative selling and managing complex, multi-stakeholder sales cycles.
• Strong experience engaging and building relationships with C-level and senior executive stakeholders.
• Excellent skills in account planning, opportunity qualification, negotiation and closing.
• Good understanding of Professional Services commercial models, including project-based engagements, transformation programmes and ongoing services.
• Ability to build compelling value propositions and business cases focused on measurable customer outcomes.
• Excellent communication, presentation and negotiation skills in Italian and English.
• Ability to work effectively in a matrix organisation, coordinating cross-functional teams without direct reporting responsibility.

Why join Insight

This is a chance to join a business that is actively accelerating its solutions and services motion. You’ll have the opportunity to build, influence and grow in a role with real impact, working with leading technologies, strategic partners and a highly collaborative team. At Insight, we are committed to gender-neutral pay equity. The established gross salary range for this position is 85.000€ to 108.000€ (OTE) + company car/car allowance (level quadro). The final offer will be determined based on objective criteria, including the candidate’s documented skills, qualifications, and professional experience evaluated during the recruitment process.