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About the Role

As a Business Development Manager (Solutions), you will be the growth engine of Insight's Sydney team, charged with winning net-new Enterprise clients and unlocking potential within existing accounts. You will bring a consultative mindset and commercial drive to build pipelines and close profitable deals across Insight's full solutions portfolio.

Responsibilities

Take full ownership of the net-new-logo target — hunting, engaging, and winning Enterprise Commercial organisations that have never worked with Insight before
Uncover white-space opportunities within existing accounts, identifying where new workloads such as Data & AI can be introduced alongside established Modern Work engagements
Design and execute a territory prospecting plan that spans both net-new account acquisition and strategic expansion within the existing client base
Qualify leads and expansion opportunities with rigour — reading buying signals early and progressing only the right opportunities at the right time
Harness Insight's partner and vendor ecosystem, including Microsoft, to accelerate entry into new accounts and deepen relationships within existing ones
Lead discovery conversations that go beyond the surface — uncovering the real challenges, ambitions, and priorities that drive each client's decision-making
Translate Insight's solutions portfolio into compelling, quantified value propositions that speak directly to each client's unique context
Bring a genuinely consultative approach to every engagement, placing client outcomes at the heart of every recommendation
Collaborate with presales and specialist colleagues to ensure every proposal is technically sound and commercially compelling
Craft tailored proposals and presentations that clearly articulate Insight's expanded value and differentiate us in a competitive market
Lead negotiations with confidence — handling objections, building consensus, and bringing deals to a successful close alongside internal stakeholders
Apply OpEx/CapEx expertise to construct robust commercial business cases that make it easy for clients to say yes
Invest in building genuine trust and credibility with executive decision-makers and new stakeholders across both target and existing accounts
Nurture a consistent and productive cadence with vendors, partners, and internal teammates to ensure every client interaction reflects Insight at its best
Maintain a disciplined and accurate CRM — keeping account profiles, opportunity records, and forecasts current and insightful
Monitor industry trends and the competitive landscape, bringing data-driven intelligence back to the team to sharpen our collective go-to-market approach
Embrace continuous learning — pursuing relevant accreditations, adapting to feedback, and contributing actively to the team's evolving sales strategy

Requirements

A proven track record of winning net-new logos and driving workload expansion through cross-selling in a B2B technology, IT solutions, or services environment
Demonstrated hunting and land-and-expand sales experience — you are a new business opener, not solely a relationship farmer
Experience selling complex solutions across cloud, data & AI, security, modern work, and managed or professional services
The ability to navigate matrix organisations, engaging executive buyers and decision-makers well beyond the traditional IT department
Strong commercial acumen and consultative selling skills, with proven proficiency in digital prospecting and social selling, including LinkedIn Sales Navigator
Full working rights in Australia, with the ability to be based in or cover the Sydney region

Skills

Cloud
Data & AI
Cybersecurity
Intelligent Edge
Consultative Selling
Digital Prospecting
Social Selling
LinkedIn Sales Navigator
OpEx/CapEx Expertise
Microsoft Ecosystem

Location

Sydney, Australia

Work Type

Hybrid (2 days in office, 3 days remote)

Experience Level

Not specified

Education Level

Not specified

Benefits

Dedicated career pathways and development
Peer recognition
Opportunity to join our President's Club
Volunteer Leave
Work Life Balance days
Work-From-Anywhere Programme for up to 4 weeks per year
Employee Stock Purchase Plan
Corporate discounts

About the Company

Insight is a Fortune 500 Solutions Integrator with deep expertise in cloud, data, AI, cybersecurity, and intelligent edge.
We guide organisations through complex digital decisions.
We are a people-first company that believes in unlocking the power of people and technology to accelerate transformation and achieve extraordinary results.
Recognised as a Great Place to Work in 13 countries.
14,000+ engaged teammates globally.
Ranked #15 Best Workplace™ in Technology and #22 Best Workplaces™ in Australia.
Ranked #34 in IT on Fortune's World's Best Workplaces™ list.
Achieved $8.25 billion in revenue.
Received 35+ industry and partner awards in the past year.

Equal Opportunity

Insight is an equal opportunity employer, and all qualified applicants will receive consideration for employment without regard to race, colour, religion, sex, national origin, disability status, protected veteran status, sexual orientation or any other characteristic protected by law.
We celebrate diversity of skills and experience so even if you don't feel like your skills are a perfect match — we still want to hear from you!