Client Solutions Director – Federal

Requisition Number: 96304

As a Client Solutions Director/Solutions Executive-Portfolio at Insight, your primary duties will be to establish Insight as a full portfolio solution provider by ensuring our client’s needs are accurately identified and achieved by crafting a solution aligned to Insight’s offerings and Go-to-Market (GTM) capabilities.

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.

Are you a dynamic Solutions Executive with a passion for crafting innovative solutions that drive real value for clients? Then we want you on our team at Insight! As our Solutions Executive-Portfolio, you’ll be responsible for establishing Insight as a full portfolio solution provider by accurately identifying and achieving our clients’ needs. With your consultative approach and influential relationships with business and IT leadership, you’ll own the end-to-end solution creation process, aligning it with Insight’s offerings and Go-to-Market capabilities. This is an exciting opportunity to make a real impact and build a reputation as a trusted advisor to our clients.

Our Solutions:
• 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)

Your focus in this role will be on achieving top line sales and gross margin 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:
• Understand your client’s business needs and align that to a crafted solution that creates real value.
• Research, discover, and meet client short-term and long-term business and technology goals
• Identify, craft and close solution sales opportunities
• Increase revenue by expanding your Client’s existing purchasing spend into new solutions categories and uncover recurring revenue opportunities.
• 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
• Lead client meetings, as well as develop and deliver presentations on Insight capabilities and solutions
• 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 their 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 and business executives in the account with the goal of becoming the trusted advisor.
• Develop and maintain a healthy and valid solutions pipeline that includes initiatives related to Insight’s offerings at each assigned client.
• Achieve annual bookings quota and maintain excellent client feedback.
• Use provided tools (Opportunity Worksheet, Decision Grid, SPI) to manage opportunities. Collaborate with teammates on development, have tools available to leadership for inspection and coaching
• Active and accurate maintenance of pipeline for leadership forecast
• Align with appropriate delivery teams to leverage follow-on business from one delivery mission/projects to another. Attend major Project Milestones and Executive Reviews.
• Maintain meaningful relationships and ensure effective coordination and support between account teams and supporting technical teammates.

WHAT’S MISSING:
• Active shaping and solutioning with delivery teammates; driving the solution to match the business problem that the CSD uncovered and is looking to solve. This drives deep intimacy with the client’s issues and is primary driver to becoming a trusted advisor.

What you’ll need to join Insight:
• Bachelor’s Degree in Business Administration or Computer Science, MBA or Master’s Degree preferred.
• Extensive channel management and solution sales experience required.
• 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.
• Must have excellent communications, customer service and interpersonal skills; including the ability to present oneself to customer CXO leadership as a “Thought Leader” demonstrated by your understanding and ability to speak to next generation technologies.
• Ability to effectively present information and respond to questions from groups of managers, customers, and other teammates.

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: Boston || California (US-CA) || United States (US) || Sales/Business Development || None || US – Chantilly, VA ||