Agentic Workplace Specialist SADA

Insight•Chandler, AZ

28d

About The Position

A Workspace Specialist works as part of the field teams to drive focus on the Workspace sales and penetration of all customer segmentations: SLED, Select, Enterprise Corporate, and SMB Accounts. The focus for the role is to accelerate Workspace revenue growth by engaging with customers, drive pipeline creation, pipeline velocity, and successfully manage opportunities through an overlay model to support our account executive organization. This document describes the expectations for the Workspace Specialists. Accountable for working with the account executive sales teams to architect a win strategy for Workspace, achieve revenue and quota targets, co-drive/lead the sales cycle within assigned territory, including playing a key role in advancing the Sales Process and driving quarter over quarter growth. Identifies growth opportunities in the market, builds territory strategy plans and executes effectively. Actively generates pipeline and opportunities within both new and existing customers. New equates to new to SADA, not just net new to Google. Increase customer spend and replace competitive solutions by providing an outstanding customer experience to our customers (QBRs for existing SADA customers, roadmap sessions & EBCs, executive mapping and external Google advocacy). Provides strategic input to internal and external stakeholders Technical solutions based on understanding of product, customer and industry. Includes working with regional sales leadership, Sales Engineering team, Google teams, and ISV partners to advance and close deals. Accountable for accurate opportunity and forecast data in NetSuite for all Workspace deals in the allocated territory. Acts as the SME for the field sales organization, shares best practices and improves the knowledge and product skills of Field teams. Reps are focused on reducing churn, increasing adoption, and driving upsell and x-sell wins While the specifics vary by level, Specialists are evaluated by similar criteria across the board: knowledge & experience and complexity and scope. There are multiple paths to the next level. For example, one Specialist might demonstrate stronger leadership; whereas, another may tackle more difficult problems. However, it is rare at the higher levels that these roles are one-dimensional. Some evidence of meeting all criteria is often required, it’s just the mix that’s different. For 2022 performance attribution Primary Metrics Quota Attainment (Yearly Quota and quarterly progression against annual SADA and Google targets) Pipeline Created (Total Pipeline Net New and Incremental that goes to Stage 1+ during the period) New logos, strategic renewals and large expansions closed during the period across all client segmentations. Workspace activation and key revenue drivers $1m+ deals for Enterprise roles Role expectations criteria The text below describes what good looks like for a ramped Workspace Specialist at each level. The criteria is segmented by the following categories: Knowledge & Experience: Depth and breadth of domain product knowledge; knowledge of SADA specific professional services offerings applicable to Workspace, and ways of working; and experience to do the job Complexity & Scope: Overall scope of role; scale of work/projects for which the job is accountable; type of problems and the manner in which problems are addressed in job; key stakeholders; degree of guidance received or provided to others Success Metrics: Core metrics used to evaluate success in role - e.g. quota attainment, logos acquired, size/complexity of the deals, Google relationship management The position described above provides a summary of some the job duties required and what it would be like to work at Insight. For a comprehensive list of physical demands and work environment for this position, click here. 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: Chandler || Arizona (US-AZ) || United States (US) || Sales/Business Development || None || US - Chandler,AZ ||

Responsibilities

Accountable for working with the account executive sales teams to architect a win strategy for Workspace
Achieve revenue and quota targets
Co-drive/lead the sales cycle within assigned territory
Play a key role in advancing the Sales Process and driving quarter over quarter growth
Identifies growth opportunities in the market, builds territory strategy plans and executes effectively
Actively generates pipeline and opportunities within both new and existing customers
Increase customer spend and replace competitive solutions by providing an outstanding customer experience to our customers
Provides strategic input to internal and external stakeholders
Provide technical solutions based on understanding of product, customer and industry
Work with regional sales leadership, Sales Engineering team, Google teams, and ISV partners to advance and close deals
Accountable for accurate opportunity and forecast data in NetSuite for all Workspace deals in the allocated territory
Acts as the SME for the field sales organization, shares best practices and improves the knowledge and product skills of Field teams
Focused on reducing churn, increasing adoption, and driving upsell and x-sell wins