Account Director (Services)

Insight; Sydney; Hybrid; AUD 140,000 - 210,000; Full time

Benefits offered by this job

Dedicated career pathways

President's Club

Volunteer Leave

Work From Anywhere Programme for up to

Employee Stock Purchase Plan

Corporate discounts

Job summary

Insight in Sydney is seeking an Account Director (Services) to drive growth across Enterprise clients. You will own net-new logos, uncover opportunities within existing accounts, and design territory plans to expand workloads in cloud, data and AI, security, and managed services.

This hybrid role requires a consultative, outcomes-focused approach, strong executive engagement, and a track record of closing profitable deals.

Qualifications

• Proven track record of winning net-new logos in a B2B tech/services environment.
• Experience with land-and-expand within Enterprise accounts.
• Ability to engage executive buyers and decision-makers.

Responsibilities

• Own net-new-logo target and win Enterprise Commercial organisations.
• Uncover white-space opportunities and expand workloads within existing accounts.
• Design and execute a territory prospecting plan for net-new and expansion.
• Qualify leads and opportunities with rigour and progress only the right ones.
• Lead negotiations and close deals with internal stakeholders and partners.

Skills

Net-new logos

New business hunting

Enterprise sales

Cross-functional collaboration

Digital prospecting

Tools

CRM

Job description

Account Director (Services)

Sydney, Australia

This is a hybrid role where you will work 2 days per week in the office and 3 days per week 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

If you are energised by the thrill of the hunt, the satisfaction of opening doors that were previously closed, and the reward of building something genuinely new - this role was designed for you.

As an Account Director (Services), you will be the growth engine of Insight's Sydney team, reporting to a Services Director and charged with winning net-new Enterprise clients whilst simultaneously unlocking untapped potential within our existing account base. You will bring a consultative mindset and a relentless commercial drive to every conversation, building pipelines and closing profitable deals across Insight's full solutions portfolio - from cloud and data & AI to security, modern work, and managed services. This is a role for someone who thrives on ownership, moves with purpose, and is ready to make a visible, measurable impact.

Along the Way, You Will Get To

• Take full ownership of the net-new-logo target - hunting, engaging, and winning Enterprise Commercial organisations that have never worked with Insight before
• Uncover white-space opportunities within existing accounts, identifying where new workloads such as Data & AI can be introduced alongside established Modern Work engagements
• Design and execute a territory prospecting plan that spans both net-new account acquisition and strategic expansion within the existing client base
• Qualify leads and expansion opportunities with rigour - reading buying signals early and progressing only the right opportunities at the right time
• Harness Insight's partner and vendor ecosystem, including Microsoft, to accelerate entry into new accounts and deepen relationships within existing ones
• Lead discovery conversations that go beyond the surface - uncovering the real challenges, ambitions, and priorities that drive each client's decision-making
• Translate Insight's solutions portfolio into compelling, quantified value propositions that speak directly to each client's unique context
• Bring a genuinely consultative approach to every engagement, placing client outcomes at the heart of every recommendation
• Collaborate with presales and specialist colleagues to ensure every proposal is technically sound and commercially compelling
• Craft tailored proposals and presentations that clearly articulate Insight's expanded value and differentiate us in a competitive market
• Lead negotiations with confidence - handling objections, building consensus, and bringing deals to a successful close alongside internal stakeholders
• Apply OpEx/CapEx expertise to construct robust commercial business cases that make it easy for clients to say yes
• Invest in building genuine trust and credibility with executive decision-makers and new stakeholders across both target and existing accounts
• Nurture a consistent and productive cadence with vendors, partners, and internal teammates to ensure every client interaction reflects Insight at its best
• Maintain a disciplined and accurate CRM - keeping account profiles, opportunity records, and forecasts current and insightful
• Monitor industry trends and the competitive landscape, bringing data-driven intelligence back to the team to sharpen our collective go-to-market approach
• Embrace continuous learning - pursuing relevant accreditations, adapting to feedback, and contributing actively to the team's evolving sales strategy

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

Essential

• A proven track record of winning net-new logos and driving workload expansion through cross-selling in a B2B technology, IT solutions, or services environment
• Demonstrated hunting and land-and-expand sales experience - you are a new business opener, not solely a relationship farmer
• Experience selling complex solutions across cloud, data & AI, security, modern work, and managed or professional services
• The ability to navigate matrix organisations, engaging executive buyers and decision-makers well beyond the traditional IT department
• Strong commercial acumen and consultative selling skills, with proven proficiency in digital prospecting and social selling, including LinkedIn Sales Navigator
• Full working rights in Australia, with the ability to be based in or cover the Sydney region

Advantageous

• Established relationships within the Microsoft partner and vendor ecosystem, with experience leveraging these to generate net-new demand
• Familiarity with OpEx/CapEx commercial structuring to support complex deal construction and client business case development

What You Can Expect

• 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
• Corporate discounts

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.

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!