Account Director (Services)

Insight Enterprises; Melbourne; Hybrid; AUD 150,000 - 210,000; Full time

Benefits offered by this job

Career pathways

Peer recognition

President's Club

Volunteer Leave

Work-Life Balance days

Work-From-Anywhere up to 4 weeks

Employee stock purchase plan

Corporate discounts

Job summary

Insight Enterprises is a Fortune 500 Solutions Integrator focusing on cloud, data, AI, cybersecurity and intelligent edge. The Account Director (Services) role is based in Melbourne or Sydney, with a hybrid arrangement (2 days in the office, 3 days remote).

You will lead net-new business while expanding existing partnerships, building strong client relationships and delivering sustainable revenue across the Eastern Region.

Qualifications

• Proven experience winning net-new business and new logos in a B2B technology, IT solutions, or services environment.
• 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.

Responsibilities

• Own and win net-new logos and expand opportunities within existing accounts.
• Build and execute a territory prospecting plan to generate new business.
• Qualify leads and expansion opportunities, progressing viable prospects through the pipeline.
• Develop tailored proposals and presentations to differentiate Insight's value proposition.
• Lead negotiations and finalize contracts in collaboration with internal stakeholders.
• Forecast and manage activity KPIs to meet targets.

Skills

Net-new business

B2B sales

Digital prospecting

LinkedIn Sales Navigator

Executive engagement

Tools

LinkedIn Sales Navigator

Job description

Account Director (Services)Melbourne or Sydney, AustraliaThis 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 Glance14,000+ engaged teammates globally#15 Best Workplace in Technology and #22 Best Workplaces in Australia#34 in IT on Fortune's World's Best Workplaces listRecognised as a Great Place to Work in 13 countries$8.25 billion in revenueReceived 35+ industry and partner awards in the past yearNow 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 RoleReporting 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 ToOwn and deliver against a net-new-logo target, identifying and winning Enterprise Commercial organisations that have not previously transacted with InsightUncover \"white space\" within existing accounts, introducing new workloads — such as Data & AI — where only a single solution area currently existsBuild and execute a territory prospecting plan, confidently engaging target companies and new business units to generate net-new and expansion opportunitiesQualify leads and expansion opportunities against clear criteria, progressing only the most viable prospects through the pipelineLeverage Insight's partner and vendor ecosystem, including Microsoft, to access net-new accounts and deepen existing client relationshipsConduct thorough needs analyses to surface each client's unaddressed challenges and requirements, ensuring every solution recommendation is grounded in genuine needMap Insight's solutions portfolio to client pain points, articulating clear and quantified value in a compelling, consultative mannerPartner with sales specialists and presales colleagues to ensure every client engagement is supported by the right technical expertiseDevelop tailored proposals and presentations that clearly differentiate Insight's value proposition in a competitive marketLead negotiations and address objections with confidence, finalising contracts in collaboration with internal stakeholdersBuild commercial business cases using OpEx/CapEx knowledge, closing profitable deals to gross profit targetCultivate trust and credibility with key decision-makers and stakeholders across both target and existing accountsMaintain a consistent engagement cadence with vendors, partners, and teammates to deliver a seamless client experienceKeep CRM records accurate and up to date, including account profiles, business insights, contact reports, and next actionsForecast accurately and manage time effectively to consistently meet activity KPIsMonitor industry trends and the competitive landscape, sharing data-driven insights with the broader teamContribute actively to team sales strategy and pursue ongoing professional development and accreditationBe 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 ForProven experience winning net-new business and new logos in a B2B technology, IT solutions, or services environmentA track record of driving expansion through cross-selling new workloads within existing accountsExperience selling to the Financial Services industry is highly regardedDemonstrated hunting and land-and-expand sales capability — this is an active new business role, not a reactive account management positionExperience selling complex solutions across cloud, data & AI, security, modern work, and managed or professional servicesThe ability to navigate matrix organisations and engage executive buyers and decision-makers beyond the traditional IT departmentStrong consultative and commercial selling skills, with proficiency in digital prospecting and social selling tools such as LinkedIn Sales NavigatorExperience leveraging partner and vendor ecosystems — including Microsoft — to generate demand and expand account presenceA self-directed, resilient, and target-driven approach; full working rights in Australia and based in or able to cover the Eastern RegionWhat You Can ExpectWe'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 developmentPeer recognition and the opportunity to join our President's ClubVolunteer Leave and Work Life Balance daysWork-From-Anywhere Programme for up to 4 weeks per yearEmployee Stock Purchase PlanCorporate discountsBut 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!