Public Sector Client Solutions Director
4 weeks ago
Insight Enterprises is a Fortune 500 Solutions Integrator helping organizations accelerate transformation by unlocking the power of people and technology. With a 35-year foundation in hardware and software supply chain augmenting our deep expertise in cloud, data, AI, cybersecurity and intelligent edge, we guide organizations through complex digital decisions to achieve extraordinary results.
As aSolutions Executiveat Insight, your primary duties will be to establish Insight as a full portfolio solution provider and to ensure our client needs are accurately identified and in alignment with Insight's offerings and Go-to-Market (GTM) solution strategies. You'll be responsible for building influential relationships with client IT and business leadership to drive solution services sales within an assigned book of business. This role is to support our public sector initiatives in Northern California.
With a best-in-class delivery team (e.g., Sales Engineers, Practice Subject Matter Experts and vendor partners), you'll be equipped to sell these cutting-edge solutions into new accounts while also maintaining existing accounts:
- Modern Workplace(collaboration and lifecycle services solutions)
- Modern Infrastructure(multi-cloud, hybrid and traditional data center solutions)
- Modern Apps(strategy, design, full lifecycle product development)
- Data & AI(modern data platform analytics and AI/ML solutions)
- Intelligent Edge(Comprehensive IoT and Computer Vision solutions
- Cybersecurity(full suite of enterprise security and compliance solutions)
- Managed Services(including all of the above solution areas + Level 1 & 2 Service Desk)
In addition, your focus in this role will be on achieving sales and profit goals through account planning and expansion, vendor partner teaming (internal & external), on-site client interface/visits, engagement/solution development and implementation support/follow-up.
What you'll do at Insight:
- Identify, develop and close solution sales opportunities
- Increase revenue by expanding your Client's existing purchasing spend into new solutions categories and uncover recurring revenue opportunities, meeting client short-term and long-term technology goals
- Drive business development and pre-sales initiatives by leveraging both industry and technical background.
- Collaborate with presales and implementation experts to strategize account approach.
- Maintain the highest level of industry business acumen to facilitate client executive level discussions
- Accurately forecast and develop business reporting along with on-going sales pipeline management reporting and updating (close dates, revenue, GP, description/LOB context, probability status, etc.)
- Research the Total Addressable Market (TAM) of Insight's clients and develop a strategy that positions Insight to capture a significant percentage of the IT spend across solution areas
- Build in-depth knowledge of clients' business priorities, challenges and initiatives that can be translated into Insight solution opportunities. Build value-added relationships within various IT executive of the account - become the trusted advisor.
- Develop and maintain a healthy and valid solutions pipeline that includes initiatives related Insight's offerings at each assigned client.
- Achieve annual bookings quota and maintain excellent client feedback.
- Align with appropriate delivery teams to leverage follow-on business from one delivery mission/projects to another. Attend major Project Milestones and Executive Reviews.
- Ensure effective coordination and support between account teams and supporting technical teammates.
What you'll need to join Insight:
- Bachelor's Degree in Business Administration or Computer Science, MBA or Master's Degree preferred.
- 5-7 years experience in public sector
- 8-10+ plus years of technical sales experience with a documented successful track record in selling high end technical solutions across multiple platforms and a proven track record of consistently exceeding corporate objectives and sales quotas.
- Experience in acquiring net new business and expanding existing account relationship.
- Professional training and certifications in sales and partner management, complex sales training, sales methodologies, effective marketing tactics, negotiation, and financial analysis needed.
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.
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