Account Director (Services)

Insight APAC; Melbourne; Hybrid; AUD 180,000 - 240,000; Full time

Benefits offered by this job

Career pathways

President's Club

Volunteer leave

Work-life balance days

Work-from-anywhere programme

Stock purchase plan

Job summary

Insight APAC is seeking an Account Director (Services) to drive growth in the Eastern Region from Melbourne or Sydney. You will win net-new logos, expand within existing accounts, and partner with vendors like Microsoft to deliver multi-solution engagements.

You will build compelling proposals, manage negotiations, and maintain accurate CRM records while achieving sustainable revenue growth for Insight in a hybrid work environment.

Qualifications

• Proven experience winning net-new business in a B2B technology, IT solutions, or services environment.
• Track record of expansion through cross-selling new workloads within existing accounts.
• Experience selling complex solutions across cloud, data & AI, security and managed services.
• Ability to engage executive buyers and navigate matrix organisations.

Responsibilities

• Own and deliver against a net-new-logo target in the Eastern Region.
• Uncover white space within existing accounts and introduce new workloads.
• Lead negotiations and finalise contracts in collaboration with internal stakeholders.
• Build tailored proposals and presentations differentiating Insight's value proposition.
• Maintain CRM records and forecast accurately to meet KPIs.

Skills

Net-new logo sales

Enterprise IT sales

Territory planning

Executive engagement

Cross-sell & expansion

Partner ecosystem

Job description

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.

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.

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!