Account Principal Sr

Insight•Remote, OR

3d•$150,000 - $190,000•Remote

About The Position

The Account Principal, Senior (AP) is the end-to-end owner of services success within a defined portfolio of client accounts. This role spans pre-sales, delivery oversight, and post-sales growth, ensuring that all services engagements are commercially sound, operationally successful, and aligned to long-term client value. Operating in a multi-seller environment, the Account Principal acts as the single point of accountability for services outcomes—bringing cohesion across sales, solutioning, and delivery teams and purposefully abstracting internal complexity. This is a senior hybrid commercial and service delivery leadership role with accountability for revenue growth, margin performance, client satisfaction, and retention, as well as mentoring other teammates and shaping new GTM solutions across the portfolio. The Account Principal is a steward for their portfolio, managing Insight’s risk and ensuring that growth is profitable, repeatable, and rooted in client success.

Requirements

12+ years of experience in: Technology services, consulting, or systems/solution integration
12+ years of experience in: Strategic account management, client partner, or delivery leadership roles
Proven ability to: Manage and grow multi-million-dollar client portfolios
Proven ability to: Operate across sales and delivery functions
Proven ability to: Influence without direct authority in matrixed organizations
Proven ability to: Consult, communicate, present and influence across multiple tiers of an organization including executive & C-suite level
Proven ability to: Think critically, solve problems, handle issues and escalations
Strong commercial acumen: Deal structuring, pricing, and margin management
Experience leading complex services engagements
Ability to support up to 30% travel as required for client meetings, internal and industry events

Nice To Haves

P&L management
Enterprise-wide transformations and initiatives with distributed teams
Familiarity with leading OEM technologies and partner ecosystems (e.g., cloud platforms, infrastructure vendors, and enterprise software providers) and how they are applied within services-led engagements

Responsibilities

Serve as the primary owner of services performance and P&L in assigned accounts
Develop and maintain a comprehensive account plan covering: Revenue growth (recurring + project-based services), Margin improvement, Expansion opportunities, Delivery roadmap and risk profile
Build, nurture and diversify executive-level client relationships
Provide clear direction and prioritization to ensure right pace and path for opportunities
Serve as central orchestration point to guide the process, abstract complexity, eliminate friction, and minimize delays
Partner with Sales and Solution Line overlays to: Shape services opportunities, Align Insight solutions to client outcomes, Ensure commercial viability and delivery feasibility
Provide go/no-go input and deal governance, including: Scope validation, Margin expectations, Delivery risk assessment
Collaborate with the Practice (delivery) to translate client needs into executable services solutions, ensuring smooth transition from pre- to post-sales
Act as the final checkpoint for services deals prior to close
Ensure: Accurate scoping and pricing, Alignment between proposal and delivery capabilities, Sustainable margin profiles
Mitigate risk from poorly structured or misaligned deals
Align technical delivery with business value realization
Own overall success of services engagements within the account
Partner with Delivery Leads and PMO to ensure: Shared context and awareness across workstreams, On-time, on-budget delivery, Quality and client satisfaction, Effective issue and escalation management
Lead cross-sell and upsell opportunities that drive lifecycle engagement (from advisory through managed services) and diversify lines of business
Own renewal strategy and growth of recurring services in revenue mix
Drive strong net revenue retention (NRR) across the portfolio
Increasing recurring revenue as a percentage of total revenue
Champion continuous improvement and competitive advantage by identifying opportunities to modernize and transform service delivery models (e.g., AI, automation, managed service evolution)
Align across: Account Executives (GTM Sales teams), Solution Line Sales Overlays (Infrastructure, Google, ServiceNow, Microsoft), Pre-sales (technical expertise for scoping, pricing, level of effort), Practice teams (delivery execution), PMO (governance and reporting), Finance (complex deal structures and billing)
Ensure a unified client experience despite multiple sellers and contributors
Own and manage: Services revenue targets within the account, Gross margin / contribution margin, Forecasting and pipeline accuracy (services-specific), Retention and satisfaction KPIs
Drive disciplined account-level financial performance
Contribute to the impact and maturity of the organization through: Coaching and developing junior Account Principals, pod members, and cross-functional partners to operate as a high-performance team, Supporting new hire integration activities, Collaborating with peers on methodologies and ways of working, Contributing reusable IP, case studies, and documented learnings to the broader team
Lead account and deal reviews, codifying lessons learned into playbooks and reusable assets
Operate as a collaborative, culture‑setting leader who helps build a high‑performance, high‑accountability environment
Serve as the voice of the client and field in GTM/offer forums, bringing demand patterns and objections from your portfolio.
Act as a design partner to pressure‑test new solutions and commercial constructs against account realities and segment needs.
Pilot priority GTM plays and offerings in select accounts and provide structured feedback on value, packaging, pricing, and delivery fit.
Influence roadmap and prioritization by articulating client outcome impact and account‑level economics (LTV, ARR, margin).