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About the Role
The Account Director (Services) will drive Insight's growth in the Eastern Region by acquiring new clients and identifying expansion opportunities within existing accounts. This role focuses on prospecting, developing, and closing profitable deals across Insight's solutions portfolio, emphasizing long-term client relationships and sustainable revenue growth.
Responsibilities
- Own and deliver against a net-new-logo target, identifying and winning Enterprise Commercial organizations that have not previously transacted with Insight
- Uncover "white space" within existing accounts, introducing new workloads — such as Data & AI — where only a single solution area currently exists
- Build and execute a territory prospecting plan, confidently engaging target companies and new business units to generate net-new and expansion opportunities
- Qualify leads and expansion opportunities against clear criteria, progressing only the most viable prospects through the pipeline
- Leverage Insight's partner and vendor ecosystem, including Microsoft, to access net-new accounts and deepen existing client relationships
- Conduct thorough needs analyses to surface each client's unaddressed challenges and requirements, ensuring every solution recommendation is grounded in genuine need
- Map Insight's solutions portfolio to client pain points, articulating clear and quantified value in a compelling, consultative manner
- Partner with sales specialists and presales colleagues to ensure every client engagement is supported by the right technical expertise
- Develop tailored proposals and presentations that clearly differentiate Insight's value proposition in a competitive market
- Lead negotiations and address objections with confidence, finalising contracts in collaboration with internal stakeholders
- Build commercial business cases using OpEx/CapEx knowledge, closing profitable deals to gross profit target
- Cultivate trust and credibility with key decision-makers and stakeholders across both target and existing accounts
- Maintain a consistent engagement cadence with vendors, partners, and teammates to deliver a seamless client experience
- Keep CRM records accurate and up to date, including account profiles, business insights, contact reports, and next actions
- Forecast accurately and manage time effectively to consistently meet activity KPIs
- Monitor industry trends and the competitive landscape, sharing data-driven insights with the broader team
- Contribute actively to team sales strategy and pursue ongoing professional development and accreditation
Requirements
- Proven experience winning net-new business and new logos in a B2B technology, IT solutions, or services environment
- A track record of driving expansion through cross-selling new workloads within existing accounts
- Demonstrated hunting and land-and-expand sales capability — this is an active new business role, not a reactive account management position
- Experience selling complex solutions across cloud, data & AI, security, modern work, and managed or professional services
- The ability to navigate matrix organisations and engage executive buyers and decision-makers beyond the traditional IT department
- Strong consultative and commercial selling skills, with proficiency in digital prospecting and social selling tools such as LinkedIn Sales Navigator
- Experience leveraging partner and vendor ecosystems — including Microsoft — to generate demand and expand account presence
- A self-directed, resilient, and target-driven approach
- Full working rights in Australia
- Based in or able to cover the Eastern Region
Skills
- Cloud
- Data & AI
- Cybersecurity
- Intelligent Edge
- Consultative selling
- Commercial selling
- Digital prospecting
- Social selling
- LinkedIn Sales Navigator
- CRM
- Forecasting
Location
- Brisbane, Australia
Work Type
- Hybrid
- Full-time
Experience Level
- Senior
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.
- Insight has 14,000+ engaged teammates globally, is recognized as a Great Place to Work in 13 countries, and has achieved significant revenue and industry awards.
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.
- When you apply, please tell us the pronouns you use and any reasonable adjustments you may need during the interview process.
- At Insight, 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!