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Software Account Executive - Inside

Montreal, Quebec, CA Montreal, Quebec, CA

Requisition Number: 77591 

Position Overview

The Software Account Executive - Inside (SW AE) for Small and Medium Business (SMB) works to win new and incremental business across Insight’s core software publishers.  The Software AE is assigned to a specific region and/or market coverage area. Teammates in this role are responsible for qualifying net new opportunities and leads with key decision makers and influencers at target accounts Primary day-to-day responsibilities are aligned to our sales and go-to-market initiatives for Insight’s core software publishers.

The primary functions of the SW AE for SMB is aligned to the following priorities:

  1. Serve as the strategic software trusted advisor to assigned clients
  2. Sell Net New and Incremental Software Business
  1. Sell net new software business to existing hardware clients as well as to completely new clients
  2. Drive incremental software business across existing assigned clients
  3. Win existing software business that competitors currently own
  1. Support Renewals and True Ups as face of client
  1. Ensure renewals and true ups are completed on time and retention rates are maximized.

Focus will be on achieving revenue and gross profit goals through client interface, account planning, product management and marketing team alignment, partner teaming and engagement, as well as solution development and implementation. SW AEs for SMB will work with sales management and the product management team to design, recommend and assist in short-term and long-term software sales strategies within their assigned accounts and/or territory.  The SW AE for SMB is able to represent Insight’s Clear Advantage software value proposition to a midmarket or small business client (client organization sizes range from 100 to 1,000 employees / seat count in size).

What you’ll do at Insight

Consultative selling is expected:

  • Take the time to understand, master and tell the Insight software story as well as Insight’s overall value proposition to all prospects and clients when given the opportunity.
  • General understanding of insight’s solutions and services outside of our core software offerings.
  • Performance is measured not only on expectations of net new and incremental business; but also on ability to have a situational business and technology conversation about client needs and concerns.

 The Insight SW AE for SMB team is a “hunter” environment, where high volume activity is a daily expectation:

  • Time management and organization skills are necessary to succeed.
  • Monthly and/or quarterly quotas that you are expected to meet and overachieve.
  • Expected to drive business and prospect accounts using whatever legitimate means & information sources that will make you effective.
  • Role is held accountable to activity and sales metrics. Failure to meet expectations over the first 90 days of employment and demonstrate consistent improvement may lead to corrective action.

Essential Functions of the Job:

  • Act as the software extension to Insight’s Inside Sales generalist Account Executives
  • Develop and close Net New sales opportunities on your own and/or in coordination with Insight Account Executives and other support resources, meeting or exceeding goals
  • Identify and create new software sales opportunity for Insight Software Partners including, but not limited to: Microsoft, Cisco Software, Symantec, IBM Software, VMware, Citrix, Adobe, and Red Hat.
  • Proactively look for additional opportunities within client engagements for other lines of business and expanded software and services portfolio sales.
  • Complete and execute account plans to sell to non-software buying accounts
  • Conduct and deliver sales presentations on Insight’s software and overall value proposition
  • Engage with Insight pre-sales engineers and product management team to help initiate new business.
    • Establish and maintain strong vendor relationships with key partners contacts
    • Account planning with partners to penetrate and grow mutual accounts.
    • Facilitate Partner / AE communication on opportunity and account.
    • Achieve Sales Certifications available from Key Software Partners.  Attend required training sessions.
    • Populate Opportunity and Pipeline tracking tools such as CRM.
    • Additional duties as assigned.

Additional tasks:

  • Focused on Growing the Overall Software number with a Focus on the core 5 and other products that Inside Strategy and sales leadership deem necessary.
  • Understand licensing and pricing programs.
  • General understanding of the programs that are put forth from PM.

What you’ll need to join Insight

  • At least 2 years of related experience in a Corporate Sales environment managing accounts sized at 100 seats or larger.
  • Microsoft, VMware, IBM, Symantec, and/or other software solution sales experience highly desired.
  • This is an Inside sales based role, but may require that you align with field-based resources.
  • Bachelor's degree (B. A.) from four-year college or university is desired; or related selling experience and/or training; or equivalent combination of education and experience.
  • Ability to effectively present effective information to top management, public groups, or other leaders.
  • Ability to read, analyze and interpret the most complex documents.
  • Ability to respond effectively to the most sensitive inquiries or complaints.
  • Ability to write using original or innovative techniques or style.
  • Ability to effectively present and sell the Microsoft EA licensing programs to clients.
  • Base level knowledge of solutions provided by other strategic software vendors (Symantec, IBM, Cisco, Citrix, Red Hat, Adobe, VMWare, etc.).

Physical Requirements - Demands Analysis

 

The physical demands described here are representative of those that must be met by a teammate to successfully perform the essential functions of this job.  Reasonable accommodations may be made to enable individuals with disabilities to perform the essential functions.

 

Office environment with computer work.  May have extensive periods of sitting, typing and phone use (may include headset).  May need to lift up to 10 lbs. Travel, i.e. driving.

 

Montreal || Quebec (CA-QC) || Canada (CA) || None || None || CA - Montreal, QC ||

#LI-CA

#IND123

 

About Insight

Insight’s success begins with our people making meaningful connections every day. Our culture lives in our teammates. Insight is looking for great people who will embrace our values of Hunger, Heart and Harmony. Hunger to create new opportunities for our clients. Heart to make a positive impact in people’s lives. Harmony to celebrate each other’s unique contributions to bring solutions to clients.

 

Today, every business is a technology business. Insight Enterprises, Inc. empowers organizations of all sizes with Insight Intelligent Technology Solutions™ and services to maximize the business value of IT. As a Fortune 500-ranked global provider of digital innovation, cloud/data center transformation, connected workforce, and supply chain optimization solutions and services, we help clients successfully manage their IT today while transforming for tomorrow. From IT strategy and design to implementation and management, our 11,000 teammates help clients innovate and optimize their operations to run smarter. Discover more at insight.com.
 

  • Founded in 1988 in Tempe, Arizona
  • 11,000+ teammates in 21 countries providing Insight Intelligent Technology Solutions™ for organizations across the globe
  • $9.2 billion in revenue in 2018*
  • Ranked #430 on the 2019 Fortune 500, #14 on the 2019 CRN Solution Provider 500
  • 2019 Adobe Americas Partner of the Year, 2019 Cisco Global-Americas Partner of the Year, 2019 Intel IoT Solutions Partner of the Year, Microsoft U.S. Azure Partner Choice Award for Data/AI, Microsoft Azure Expert Managed Services Provider 
  • Ranked #23 on the 2019 Fortune 50 Best Workplaces in Technology, #70 on the 2019 Fortune 100 Best Workplaces for Diversity, and #7 on the Phoenix Business Journal 2019 list of Best Places to Work (Extra Large Business)
  • Signatory of the United Nations (UN) Global Compact and Affiliate Member of the Responsible Business Alliance

* Proforma to include PCM, Inc. for fiscal year ended Dec. 31, 2018

 

Today's talent leads tomorrow's success. Learn about careers at Insight: canadajobs.insight.com.

 

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: motreal || Quebec (CA-QC) || Canada (CA) || OPS; SALES || None || CA - Montreal, QC ||

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