Account Executive 3

Insight; Lombardia; On-site; EUR 85,000 - 108,000; Full time

Benefits offered by this job

Company car / car allowance

Job summary

Insight Italy is seeking an Executive Account Manager to drive Professional Services growth across assigned enterprise accounts. You will translate strategic, business and technology priorities into high-value services opportunities, lead cross-functional orchestration and manage complex opportunities through the full sales cycle.

The role combines account strategy, business development, consultative selling and executive stakeholder engagement with a focus on measurable customer outcomes.

Qualifications

• Significant experience in enterprise B2B sales, with a strong focus on Professional Services, consulting or complex technology solutions.
• Proven track record in consultative selling and managing complex, multi-stakeholder sales cycles.
• Strong experience engaging and building relationships with C-level and senior executive stakeholders.
• Excellent skills in account planning, opportunity qualification, negotiation and closing.
• Good understanding of Professional Services commercial models, including project-based engagements, transformation programmes and ongoing services.
• Ability to build compelling value propositions and business cases focused on measurable customer outcomes.
• Excellent communication, presentation and negotiation skills in Italian and English.

Responsibilities

• Define and execute the Professional Services sales strategy across assigned enterprise accounts.
• Identify new business opportunities based on customers’ business priorities, digital transformation initiatives and technology roadmaps.
• Build and maintain a strong, qualified pipeline, ensuring effective revenue planning, forecasting and prioritisation.
• Drive growth within existing accounts while identifying opportunities to expand into new projects and areas of engagement.
• Build and maintain strong, long-term relationships with C-level executives, IT leaders, procurement teams and business decision-makers.
• Act as a strategic partner to customers, developing a deep understanding of their objectives, challenges, investments and technology roadmap.
• Lead the end-to-end sales cycle, from opportunity qualification and solution definition through commercial proposal, negotiation and closing.
• Position and sell advisory, consulting, implementation, transformation and managed/professional services, aligned with the company’s portfolio.
• Develop compelling business cases that clearly articulate customer value, expected outcomes, risks and return on investment.
• Manage complex opportunities involving multiple stakeholders, practices and partners.
• Collaborate closely with Solution Architects, Consultants, Delivery teams, Practice Leads and Sales Specialists to develop the right solution for each customer.
• Coordinate internal stakeholders throughout the opportunity lifecycle, maintaining commercial ownership and clear accountability.
• Ensure a smooth handover to Delivery following contract signature while maintaining the executive customer relationship.
• Achieve assigned bookings, revenue and business growth targets.
• Maintain a high-quality pipeline and accurate forecasting.
• Proactively monitor opportunity progress, risks, competition and next steps.
• Protect the commercial quality of proposals by balancing growth, customer value and sustainable delivery.

Skills

Enterprise B2B sales

Consultative selling

C-level engagement

Account planning

Negotiation & closing

Value proposition

Job description

The Executive Account Manager is responsible for driving Professional Services business growth across assigned enterprise accounts, turning customers’ strategic, business and technology priorities into high-value services opportunities. This role combines account strategy, business development, consultative selling and cross-functional orchestration, engaging with executive stakeholders and managing complex opportunities throughout the full sales cycle.

Key Responsibilities

Account & Business Development

• Define and execute the Professional Services sales strategy across assigned enterprise accounts.
• Identify new business opportunities based on customers’ business priorities, digital transformation initiatives and technology roadmaps.
• Build and maintain a strong, qualified pipeline, ensuring effective revenue planning, forecasting and prioritisation.
• Drive growth within existing accounts while identifying opportunities to expand into new projects and areas of engagement.

Executive Relationships

• Build and maintain strong, long-term relationships with C-level executives, IT leaders, procurement teams and business decision-makers.
• Act as a strategic partner to customers, developing a deep understanding of their objectives, challenges, investments and technology roadmap.
• Translate complex business needs into clear, measurable and sustainable value propositions.

Professional Services Sales

• Lead the end-to-end sales cycle, from opportunity qualification and solution definition through commercial proposal, negotiation and closing.
• Position and sell advisory, consulting, implementation, transformation and managed/professional services, aligned with the company’s portfolio.
• Develop compelling business cases that clearly articulate customer value, expected outcomes, risks and return on investment.
• Manage complex opportunities involving multiple stakeholders, practices and partners.

Internal Orchestration

• Collaborate closely with Solution Architects, Consultants, Delivery teams, Practice Leads and Sales Specialists to develop the right solution for each customer.
• Coordinate internal stakeholders throughout the opportunity lifecycle, maintaining commercial ownership and clear accountability.
• Ensure a smooth handover to Delivery following contract signature while maintaining the executive customer relationship.

Commercial Performance

• Achieve assigned bookings, revenue and business growth targets.
• Maintain a high-quality pipeline and accurate forecasting.
• Proactively monitor opportunity progress, risks, competition and next steps.
• Protect the commercial quality of proposals by balancing growth, customer value and sustainable delivery.

Skills & Experience

• Significant experience in enterprise B2B sales, with a strong focus on Professional Services, consulting or complex technology solutions.
• Proven track record in consultative selling and managing complex, multi-stakeholder sales cycles.
• Strong experience engaging and building relationships with C-level and senior executive stakeholders.
• Excellent skills in account planning, opportunity qualification, negotiation and closing.
• Good understanding of Professional Services commercial models, including project-based engagements, transformation programmes and ongoing services.
• Ability to build compelling value propositions and business cases focused on measurable customer outcomes.
• Excellent communication, presentation and negotiation skills in Italian and English.
• Ability to work effectively in a matrix organisation, coordinating cross-functional teams without direct reporting responsibility.

Why join Insight

This is a chance to join a business that is actively accelerating its solutions and services motion. You’ll have the opportunity to build, influence and grow in a role with real impact, working with leading technologies, strategic partners and a highly collaborative team. At Insight, we are committed to gender-neutral pay equity. The established gross salary range for this position is 85.000€ to 108.000€ (OTE) + company car/car allowance (level quadro). The final offer will be determined based on objective criteria, including the candidate’s documented skills, qualifications, and professional experience evaluated during the recruitment process.