Client Solutions Director - Services Sales
About The Position
The Client Solutions Director is a field sales role requiring travel to client locations; otherwise, the position is remote. Employees located within range of an Insight hub office follow that hub’s hybrid policy. The role focuses on establishing Insight as a full-portfolio solution provider and ensuring client needs align with Insight’s offerings and go-to-market strategies. The Director builds influential relationships with client IT and business leaders to drive services sales within an assigned book of business, selling solutions into new accounts and maintaining existing accounts with support from sales engineers, subject matter experts, delivery teams, and vendor partners. The position is responsible for achieving sales and profit goals through account planning and expansion, partner collaboration, on-site client engagement, solution development, and implementation support and follow-up. It also involves managing large, complex, high-visibility, strategic, or tactically important accounts, maintaining a healthy solutions pipeline, meeting annual bookings quotas, and delivering excellent client feedback.
Requirements
- Bachelor’s degree in Business Administration or Computer Science.
- 8–12 years of technical sales experience, with a documented successful record selling high-end technical solutions across multiple platforms and consistently exceeding corporate objectives and sales quotas.
- Ability to consistently lead and influence strategic solutions.
- Extensive knowledge of company products and services.
- Experience acquiring new business and expanding existing account relationships.
- Professional training and certifications in sales and partner management, complex sales, sales methodologies, effective marketing tactics, negotiation, and financial analysis.
- Extensive channel management and solution sales experience.
- Excellent communication, customer service, and interpersonal skills, including the ability to present as a thought leader to customer C-suite leadership and discuss next-generation technologies.
- Ability to present information effectively and respond to questions from groups of managers, customers, and teammates.
Nice To Haves
- MBA or master’s degree.
Responsibilities
- Identify, develop, and close solution sales opportunities.
- Expand clients’ purchasing into new solution categories, uncover recurring revenue opportunities, and help meet their short- and long-term technology goals.
- Drive business development and presales initiatives using industry and technical expertise.
- Collaborate with presales and implementation experts to develop account strategies.
- Maintain industry and business acumen to support discussions with client executives.
- Forecast accurately and maintain sales pipeline and business reporting, including close dates, revenue, gross profit, descriptions, line-of-business context, and probability status.
- Research clients’ Total Addressable Market and develop strategies to capture a significant share of their IT spending across solution areas.
- Develop in-depth knowledge of clients’ priorities, challenges, and initiatives, translating them into Insight solution opportunities and building trusted-advisor relationships with IT executives.
- Develop and maintain a healthy, valid solutions pipeline aligned with Insight’s offerings for each assigned client.
- Achieve annual bookings quotas and maintain excellent client feedback.
- Coordinate with delivery teams to pursue follow-on business across delivery missions and projects; attend major project milestones and executive reviews.
- Ensure effective coordination and support between account teams and technical teammates.
- Manage large, complex, high-visibility, strategic, or tactically important accounts.
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What This Job Offers
Job Type
Full-time
Career Level
Senior
