Software AE - Inside
The Software Account Executive - Inside (SW AE) for Small and Medium Business (SMB) works to win new and incremental business across Insight s core software publishers. The Software AE is assigned to a specific region and/or market coverage area. Teammates in this role are responsible for qualifying net new opportunities and leads with key decision makers and influencers at target accounts Primary day-to-day responsibilities are aligned to our sales and go-to-market initiatives for Insight s core software publishers.
The primary functions of the SW AE for SMB is aligned to the following priorities:
- Serve as the strategic software trusted advisor to assigned clients
- Sell Net New and Incremental Software Business
- Sell net new software business to existing hardware clients as well as to completely new clients
- Drive incremental software business across existing assigned clients
- Win existing software business that competitors currently own
- Support Renewals and True Ups as face of client
- Ensure renewals and true ups are completed on time and retention rates are maximized.
Focus will be on achieving revenue and gross profit goals through client interface, account planning, product management and marketing team alignment, partner teaming and engagement, as well as solution development and implementation. SW AEs for SMB will work with sales management and the product management team to design, recommend and assist in short-term and long-term software sales strategies within their assigned accounts and/or territory. The SW AE for SMB is able to represent Insight s Clear Advantage software value proposition to a midmarket or small business client (client organization sizes range from 100 to 1,000 employees / seat count in size).
What you ll do at Insight
Consultative selling is expected:
- Take the time to understand, master and tell the Insight software story as well as Insight s overall value proposition to all prospects and clients when given the opportunity.
- General understanding of insight s solutions and services outside of our core software offerings.
- Performance is measured not only on expectations of net new and incremental business; but also on ability to have a situational business and technology conversation about client needs and concerns.
The Insight SW AE for SMB team is a hunter environment, where high volume activity is a daily expectation:
- Time management and organization skills are necessary to succeed.
- Monthly and/or quarterly quotas that you are expected to meet and overachieve.
- Expected to drive business and prospect accounts using whatever legitimate means & information sources that will make you effective.
- Role is held accountable to activity and sales metrics. Failure to meet expectations over the first 90 days of employment and demonstrate consistent improvement may lead to corrective action.
Essential Functions of the Job:
- Act as the software extension to Insight s Inside Sales generalist Account Executives
- Develop and close Net New sales opportunities on your own and/or in coordination with Insight Account Executives and other support resources, meeting or exceeding goals
- Identify and create new software sales opportunity for Insight Software Partners including, but not limited to:
Microsoft, Cisco Software, Symantec, IBM Software, VMware, Citrix, Adobe, and Red Hat. - Proactively look for additional opportunities within client engagements for other lines of business and expanded software and services portfolio sales.
- Complete and execute account plans to sell to non-software buying accounts
The position described above provides a summary of some the job duties required and what it would be like to work at Insight. For a comprehensive list of physical demands and work environment for this position, click here.
Today, every business is a technology business. Insight Enterprises, Inc. empowers organizations of all sizes with Insight Intelligent Technology Solutions and services to maximize the business value of IT. As a Fortune 500-ranked global provider of digital innovation, cloud/data center transformation, connected workforce, and supply chain optimization solutions and services, we help clients successfully manage their IT today while transforming for tomorrow. From IT strategy and design to implementation and management, our 11,000 teammates help clients innovate and optimize their operations to run smarter. Discover more at insight.com.
- Founded in 1988 in Tempe, Arizona
- 11,000
teammates in 21 countries providing Insight Intelligent Technology Solutions for organizations across the globe - $9.2 billion in revenue in 2018
- Ranked #430 on the 2019 Fortune 500, #14 on the 2019 CRN Solution Provider 500
- 2019 Adobe Americas Partner of the Year, 2019 Cisco Global-Americas Partner of the Year, 2019 Intel IoT Solutions Partner of the Year, Microsoft U.S. Azure Partner Choice Award for Data/AI, Microsoft Azure Expert Managed Services Provider
- Ranked #23 on the 2019 Fortune 50 Best Workplaces in Technology, #70 on the 2019 Fortune 100 Best Workplaces for Diversity, and #7 on the Phoenix Business Journal 2019 list of Best Places to Work (Extra Large Business)
- Signatory of the United Nations (UN) Global Compact and Affiliate Member of the Responsible Business Alliance
Proforma to include PCM, Inc. for fiscal year ended Dec. 31, 2018
Today's talent leads tomorrow's success. Learn about careers at Insight:
jobs.insight.com.
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:
Remote Arizona (US-AZ) United States (US) None None CA - Montreal, QC; US - Alpharetta, GA; US - Aurora, IL; US - Austin, TX; US - Conway, AR; US - Miami, FL; US - Tempe, AZ
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