Client Solutions Director

Insight Enterprises, Inc. • Canada, KS

1d • Remote

About The Position

Solution Executive (Client Solutions Director) The Client Solutions Director (CSD) is responsible for the identification, positioning and sale of complex solutions within one or more Solution Client Executive team, aligned with the related client accounts. The CSD is primarily focused on driving the sales and delivery overview of solutions including consulting services, system integration projects related to Insight Consulting, Lifecycle and Managed Services Solutions business resulting in significant increase in Services Revenue for Insight. The CSD will use technical acumen, relationship development, and consultative/Solutions selling skills to facilitate our transition to a solutions-based engagement model. By leveraging appropriate Insight offerings and expertise, a CSD will endeavor to objectively address customer needs to become their trusted advisor. Along the way, you will get to:

Align with appropriate sales district(s) to represent Insight Services and Solutions to all assigned accounts: Consulting, System integration projects around selected Insight Solutions, and Managed Storage services. Strategically drive new business in assigned accounts in close synergy with the account teams to achieve services sales, revenue and sales margin targets.
Excellent written, verbal, and formal presentation skills to engage with client audiences ranging from technical implementers through CTO/CIO levels. Probe for challenges and pain points while maintaining customer confidence.
Drive business development and pre-sales initiatives by leveraging both industry and technical background. Trusted advisor to lead solution sales within assigned territories/regions.
Responsible for the Booking forecast of Services and Solutions business in assigned accounts. Manage accuracy of pipeline /forecast weekly, monthly, quarterly.
Build in-depth knowledge of clients' business priorities, challenges and initiatives that can be translated into Insight solution opportunities around Data Center Consolidation, Hybrid Cloud Strategies, Business Continuity & Disaster Recovery, ITIL/ITSM, IT Cost Optimization, Data Center Modernization and more. Build value-added relationships within various IT executive of the account – become the trusted advisor.
Use knowledge of technology, products, processes, industry expertise, and consultative sales skills to assess and educate customers on value of security, applications, infrastructure, and IT service management. Can position basic Insight solutions and standard infrastructure implementation methodologies to meet customer requirements.
Understand the power of credentials and leverage appropriate success stories that are relevant to a particular prospect and/or sales situation. Demonstrate strong team management abilities and mentoring capability.
Demonstrate ability to advance sales campaigns and drive solutions to closure – this would include consultative dialog, cross-functional engagement (both within the account and Insight) and facilitated workshops.
Align with appropriate delivery teams to leverage follow-on business from one delivery mission/projects to another. Attendance to major Project Milestones and Executive Reviews. Ensure effective coordination and support between account teams and supporting technical resources. Demonstrate a broad understanding of systems development lifecycle as it relates to hardware and software products. Must also have a proven background in delivering infrastructure services/solutions

Requirements

• 8-10+ years of Sales experience in IT Consulting Solution Services
• Proven track record of exceeding and achieving sales quota
• Strong product/technology/industry knowledge
• Strong Communication skills
• Ability to influence others to achieve results and drive to win
• Ability to lead and motivate
• Presentation and Organizational skills

Responsibilities

• Identify, position, and sell complex solutions within assigned Solution Client Executive teams and client accounts.
• Drive sales and delivery overview of solutions including consulting services and system integration projects.
• Increase Services Revenue for Insight.
• Use technical acumen, relationship development, and consultative/Solutions selling skills to transition to a solutions-based engagement model.
• Objectively address customer needs to become their trusted advisor by leveraging Insight offerings and expertise.
• Represent Insight Services and Solutions to assigned accounts, including Consulting, System integration projects, and Managed Storage services.
• Drive new business in assigned accounts in synergy with account teams to achieve services sales, revenue, and sales margin targets.
• Engage with client audiences from technical implementers to CTO/CIO levels using excellent written, verbal, and formal presentation skills.
• Probe for challenges and pain points while maintaining customer confidence.
• Drive business development and pre-sales initiatives leveraging industry and technical background.
• Lead solution sales within assigned territories/regions as a trusted advisor.
• Manage the Booking forecast of Services and Solutions business in assigned accounts, ensuring pipeline/forecast accuracy weekly, monthly, and quarterly.
• Build in-depth knowledge of clients' business priorities, challenges, and initiatives to identify Insight solution opportunities.
• Build value-added relationships with IT executives within client accounts.
• Assess and educate customers on the value of security, applications, infrastructure, and IT service management using knowledge of technology, products, processes, industry expertise, and consultative sales skills.
• Position basic Insight solutions and standard infrastructure implementation methodologies to meet customer requirements.
• Leverage appropriate success stories relevant to prospects and sales situations.
• Demonstrate strong team management abilities and mentoring capability.
• Advance sales campaigns and drive solutions to closure through consultative dialogue, cross-functional engagement, and facilitated workshops.
• Align with appropriate delivery teams to leverage follow-on business from delivery missions/projects.
• Attend major Project Milestones and Executive Reviews.
• Ensure effective coordination and support between account teams and supporting technical resources.
• Demonstrate a broad understanding of the systems development lifecycle as it relates to hardware and software products.
• Deliver infrastructure services/solutions.

Benefits

• Freedom to work from another location—even an international destination—for up to 30 consecutive calendar days per year.
• Access to 11 thriving and diverse Teammate Resource Groups

What This Job Offers

• Job Type: Full-time
• Career Level: Senior
• Education Level: No Education Listed