The Services (Solutions) Business Development Manager (BDM) specializes in selling cloud services and solutions to net new and existing accounts in a defined geographic territory. The Services BDM works hand-in-hand with Client Executives, Client Solutions Directors, Market Leaders, Partners and key internal resources to grow and facilitate new cloud solution sales opportunities. The goal is to drive sustainable financial growth through cloud consumption by forging strong relationships with our sellers and clients. The BDM develops and drives Cloud consumption opportunities to closure and expands those opportunities by leading with Cloud Services Solutions.

The BDM must provide solution expertise and guidance on cloud to our clients and internal sales teams by recommending complex cloud solutions to meet our client’s technology and business needs. The BDM contributes to the development of cloud solution sales collateral with Product Marketing teams and helps drive sales enablement across our various sales teams.

What you’ll do at Insight:

• Achieve/exceed quarterly sales targets by pursuing new opportunities in existing clients who have not purchased Cloud software & services from Insight.
• Effectively communicate Insight’s complete value proposition and GTM solutions to all levels of an organization.
• Successfully qualify cloud opportunities and build a 2.5x pipeline to ensure goals are met.
• Lead negotiations and be responsible for overcoming objections to capture new Cloud opportunities.
• Develop and maintain a strong knowledge of leading industry trends in relation to Cloud solutions.
• Develop and pursue an overall territory plan to maximize cloud opportunities and leverage Insight’s integrated solution offerings within key accounts while maintaining a 2.5X pipeline in our CRM tool. Present a Monthly/Quarterly Business Review for Insight leadership.
• Coordinate sales efforts between Insight sales and Cloud Partner sales teams. Increase and promote cloud partner programs and solutions.
• Follow up on partner-provided and marketing campaign leads and provide feedback to determine success of campaigns.
• Assist with client-facing proposals that may include cost analysis of cloud consumption programs.
• Assists client in defining strategic direction for cloud solutions. Provides input in mapping business requirements to Insight’s cloud solutions.
• Assist with RFP/RFI responses, and cost modeling (perhaps in conjunction with other internal resources on complex bids as it relates to cloud solutions.

• Work in conjunction with Cloud Partner Management & Product Marketing to provide input into go-to-market strategies, collateral development, and execution models in an effort to drive sales effectiveness and knowledge throughout the organization on cloud solutions.
• Achieve appropriate cloud partner certifications based on metrics established quarterly.

Sales Enablement:

• Enable sales and sales support teams on Cloud programs and solutions.
• Promote Insights cloud solutions portfolio to Cloud partner sales teams.

Regular Job Functions

• Must be able to visit clients as needed.
• Demonstrate ability to drive cloud sales pipeline.
• Excellent customer service and verbal communication skills.
• Excellent written skills and the ability to do some administrative work related to documentation and tracking of opportunities/meeting follow up.
• Ability to understand and translate the client’s business objectives and requirements.
• Ability to understand and support the internal sales and solutions objectives within a client.
• Regularly exercises discretion and independent judgment.
• Maintain professional relationships with teammates, partners and clients.
• Self-motivator and ability to function in role without day to day supervision.

What you’ll need to join Insight

• Bachelor’s degree in Business, Marketing, Information Technology or a related field preferred
• 7+ years’ experience in cloud solution sales (IaaS, PaaS, and SaaS) solutions and services to both Enterprise and mid-market clients
• 5+ years’ experience in selling complete cloud solutions including consulting and managed services preferred. Demonstrated experience in analyzing complex solutions across multiple GTM solutions
• Managing relationships with both internal and external business stakeholders and technical pre-sales partner, delivery, and sales teams
• Experience working in a matrix sales model with other Client & Solutions Sales Executives
• Knowledge of Microsoft, AWS, and Google cloud solutions
• Knowledge of past, current and emerging Cloud solutions and technologies
• Knowledge of vertical industry requirements e.g., (Financial Services including Banking, Insurance, Health Care, Public Sector, Life Sciences including Pharmaceutical, Manufacturing).
• Consistently demonstrates attention to detail
• Strong customer service skills
• Strong research and analytical ability
• Excellent written and verbal communications skills and be able to work across groups to drive successful client outcomes
• Ability to prioritize and work independently
• Ability to build cost models and proposal documentation models for clients, including ROI/TCO
• Demonstrated ability to work collaboratively as part of a team sales effort, and to successfully operate in a flexible, virtual operating environment

Insight is an equal opportunity employer, and all qualified applicants will receive consideration for employment without regard to race, color, religion, sex, national origin, disability status, protected veteran status, sexual orientation or any other characteristic protected by law.

Insight is an equal opportunity employer, and all qualified applicants will receive consideration for employment without regard to race, color, religion, sex, national origin, disability status, protected veteran status, sexual orientation or any other characteristic protected by law.

Posting Notes: remote || Arizona (US-AZ) || United States (US) || None; Public Sector || None || Remote ||