Account Director (Services)

Insight; City of Melbourne; Hybrid; AUD 120,000 - 160,000; Full time

Benefits offered by this job

Career pathways

President's Club

Volunteer Leave

Work Life Balance

Work From Anywhere

Stock Purchase Plan

Job summary

Insight in Melbourne is looking for an Account Director (Services) to drive growth across the Eastern Region. You will win net-new clients and expand footprints within existing accounts, focusing on Data & AI, cloud, security and related services.

This hybrid role offers collaboration with sales, presales and partners, with 2 days in the office and 3 days working from home. Join us to build strong client relationships and sustainable revenue for Insight.

Qualifications

• Experience winning net-new business and new logos in a B2B technology or services environment.
• Proven cross-selling and expansion within existing accounts.
• Experience selling to Financial Services is highly regarded.
• Hunter mindset with ability to win new logos.
• Experience selling cloud, data & AI, security, and modern work solutions.
• Ability to navigate matrix organisations and engage executive buyers.
• Strong consultative and commercial selling skills with social selling tools.
• Experience leveraging partner ecosystems including Microsoft.
• Self-directed, resilient, and target-driven with Australian work rights.

Responsibilities

• Own and deliver against a net-new-logo target, identifying and winning Enterprise Commercial organisations 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, 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 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 value in a clear, quantified way.
• Partner with sales specialists and presales colleagues to ensure client engagement is supported by the right technical expertise.
• Develop tailored proposals and presentations that differentiate Insight's value proposition in a competitive market.
• Lead negotiations and address objections, finalising contracts with internal stakeholders.
• Build commercial business cases using OpEx/CapEx knowledge to close profitable deals to gross profit targets.
• Maintain trust with key decision-makers and stakeholders across target and existing accounts.
• Keep CRM records accurate and up to date, including profiles, insights, reports, and next actions.
• Forecast accurately and manage time to meet activity KPIs.
• Monitor industry trends and share data-driven insights with the team.
• Contribute to team sales strategy and pursue ongoing professional development and accreditation.
• Be AmbITious: seize opportunities to upskill and advance your career at Insight.

Skills

Net-new business

New logos

Cross-selling

Executive engagement

Cloud & AI solutions

Partner ecosystems

Hunter mindset

LinkedIn Navigator

Self-directed

Job description

Select how often (in days) to receive an alert:

Account Director (Services)

Melbourne, VIC, AU, 3000

Account Director (Services)

Melbourne or Sydney, Australia

This is a hybrid role based in Melbourne or Sydney, Australia, with 2 days per week in the office and 3 days per week working from home.

Insight at a Glance

• 14,000+ engaged teammates globally
• #15 Best Workplace™ in Technology and #22 Best Workplaces™ in Australia
• #34 in IT on Fortune's World's Best Workplaces™ list
• Recognised as a Great Place to Work in 13 countries
• $8.25 billion in revenue
• Received 35+ industry and partner awards in the past year

Now is the time to bring your expertise to Insight. We are not just a tech company; we are a people-first company. We believe that by unlocking the power of people and technology, we can accelerate transformation and achieve extraordinary results. As a Fortune 500 Solutions Integrator with deep expertise in cloud, data, AI, cybersecurity, and intelligent edge, we guide organisations through complex digital decisions.

About the Role

Reporting to the Services Director, the Account Director (Services) plays a pivotal role in driving Insight's growth across the Eastern Region. You will be responsible for winning net-new clients and identifying untapped opportunities within existing accounts — prospecting into organisations with no prior Insight relationship whilst expanding the footprint of established partnerships. Day to day, you will qualify, develop, and close profitable deals across Insight's full solutions portfolio, with a clear focus on building lasting client relationships and delivering sustainable revenue growth for the region.

Along the Way, You Will Get To

• Own and deliver against a net-new-logo target, identifying and winning Enterprise Commercial organisations 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
• Be AmbITious: This opportunity is not just about what you do today but also about where you can go tomorrow. When you bring your hunger, heart, and harmony to Insight, your potential will be met with continuous opportunities to upskill, earn promotions, and elevate your career.

What We're Looking For

• 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
• Experience selling to the Financial Services industry is highly regarded
• 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 and based in or able to cover the Eastern Region

What You Can Expect

We're legendary for taking care of you, your family and for helping you engage with your local community. We want you to enjoy a full, meaningful life and own your career at Insight. Some of our benefits include:

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

But what really sets us apart are our core values of Hunger, Heart, and Harmony, which guide everything we do, from building relationships with teammates, partners, and clients to making a positive impact in our communities.

Join us today, your ambITious journey starts here.

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!