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.
A Software Solutions Executive - SLED is driven, has a history of over-achieving, and can hunt and mine successfully. The SSE is responsible for existing account growth as well as net new business and will support clients in the marketplace. Driving growth in all lines of software for assigned accounts. Partnering with internal and external sources to identify product and services opportunities. This is for the state of California.
Responsibilities
- Target: Drive growth in all lines of software for assigned accounts with a focus on the full Microsoft portfolio.
- Customer satisfaction and licensing simplification: Work directly and indirectly with the Customers in the region to assist in determining and approving optimal licensing solutions that meet the customers' needs while also simplifying the licensing experience and maximizing the revenue opportunity. Communicate customer requirements and licensing information to all levels of Insight.
- Engagement: Pro-actively collaborate with Client Executives to assist them in closing sales, driving consumption of Cloud (SaaS, PaaS and IaaS) offerings and analyze customer licensing requirements. Take a leadership role in working directly with Client Exec teams to help determine how to drive the business forward while ensuring that Customer Satisfaction remains a top priority.
- Partner with sales teams to drive software and identify service opportunities.
- Identify underpenetrated opportunities where we have strengths and execute sales play to take share.
- Maintain relationships with key customers contacts (IT, IT Mgr. and procurement).
- Leverage partner alliance relationships to drive opportunities.
- Coordinate with SAM and Client Operations to close software renewals.
- Drive the software and related service opportunities within the Client QBR motion.
- Serve as a link between field partners and internal disciplines.
- Effectively communicate and present Insight's software value proposition to all client executive levels.
- Acquire and maintain Microsoft sales certifications such as:
- AZ-900: Microsoft Azure Fundamentals
- SC-900: Microsoft Security, Compliance, and Identity Fundamentals
- MS-900: Microsoft 365 Fundamentals
Leadership Principles
- Create Clarity: Drive clarity of vision for ourselves, our teams, the organization, and customers and partners. Regularly communicate with stakeholders (internal/external), continuously check for understanding, and taking the extra steps to create alignment.
- Generate Energy: Be a source of positive, motivating energy. Draw out ideas, encouraging bold (& thoughtful) moves, and supporting throughout.
- Deliver Success: Focus on results, seeking breakthrough ideas to deliver more value. Drive your team to push through barriers to find the right solutions.
Qualifications:
- Experienced with publisher contract management (COCP, New, Renewals).
- Have licensing experience with the top software publishers (VMware, Adobe, Symantec, Intel Security, Veeam, McAfee, IBM, Dell etc.) with a specialized focus on Microsoft.
- Hold one or more certifications including MCP, SAM, VSP, or Adobe.
- Possess strong cost analysis expertise.
- Have previous experience working for a VAR or channel partner.
- Have sold Microsoft, Adobe, Symantec and VMware product offerings in the past to the Federal marketplace.
- Pride yourself on sharp hunting skills; you have strong communication and presentation skills.
- Customer-centric vision for the business.
- Responsive, sense of urgency to close, excellent communication and listening skills, time management professional.
Additional or Preferred Qualifications
- Preferably 5+ years of sales & negotiation.
- External client-facing experience; exposure in negotiating with public sector customers.
- Strong cross group collaboration skills and ability to influence across all levels.
- An ability & appetite to learn and keep up to date your knowledge/understanding of Products, Volume License offerings & Online Services.
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.
The base salary range for this position is typically $80,000 to $90,000 with additional bonus and benefits available. However, compensation decisions are dependent on the facts and circumstances of each case, including experience and location, and we will also consider candidates outside of this range as necessary.
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