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Senior Sales Executive
2 weeks ago
Insight Enterprises is a Fortune 500 Solutions Integrator helping organizations accelerate transformation by unlocking the power of people and technology. With a 35-year foundation in hardware and software supply chain augmenting our deep expertise in cloud, data, AI, cybersecurity, and intelligent edge, we guide organizations through complex digital decisions to achieve extraordinary results.
Join SADA as Senior Sales Executive
Your Mission
SADA understands Google products and we help clients drive maximum value from their investment in GCP— driving Infra, Data and AI solutions.
As a member of the SADA Google Cloud sales team, you inspire leading companies to work smarter with Google Cloud and Google Workspace. You advocate the innovative power of Google's technology and AI to make organisations more efficient, effective, productive and collaborative.
Your guiding light is doing what's right for the customer; you will meet customers exactly where they are, understand their challenges and aspirations and then articulate to them the best vision of how SADA's professional services and delivery expertise, leveraging Google Cloud's solutions, will deliver to their needs. Going further, how can you create new innovative ideas for customers to gain maximum value and competitive advantage.
As a Senior Sales Executive, you will serve as the senior executive presenting to the most strategic enterprises. You will develop relationships with C-level and business unit leaders to understand their unique company challenges and identify business opportunities. There will be a need to support lead generation, own the sales cycle, drive repeat business and expansion and then support the renewal strategy.
As a consulting and services business, we need a sales lead who understands outcome based consulting sales as we are primarily selling expertise and outcomes. Experience in selling complex, high-value projects, professional services, and ongoing managed services is essential, as well as have a proficient understanding (not technical) of Google Cloud solutions.
The ideal candidate will have a modern RevOps mindset, whose plan looks at integrating sales, marketing, and customer success into a single, cohesive revenue generating engine. You must be skilled in developing and implementing pricing strategies for consulting services, including fixed-bid projects, time and materials contracts and retainers for managed services, tying pricing to the value delivered, not just the hours worked.
You understand that different industries have unique needs and are knowledgeable on market trends in cloud computing, including the rise of generative AI. This knowledge allows you to anticipate client needs and position the company as a thought leader.
Pathway to Success
- Build and deepen executive relationships with prospects and strategic customers to help
influence their long-term technology and business decisions. Add value and be viewed
as a trusted advisor by bringing compelling insights and ideas with follow-through
execution.
- Lead and manage entire business cycles
- Lead detailed account strategy in generating and developing business growth opportunities, working cross-functionally with multiple lines of business, including Google Cloud
- Forecast and budgetary accuracy
Expectations
Required Travel - 25% travel to customer sites, conferences, and other related events. Customer Facing - You represent SADA when interacting with the customer and are expected to demonstrate our Core Values in all interactions. You must establish an effective working relationship with other internal departments to create exceptional experiences for our customers.
Onboarding/Training - The first several weeks of onboarding are dedicated to learning and establishing key relationships. You will receive a customised employee development plan to help you excel in your current position and reach your career goals.
Job Requirements
Desired Qualifications:
- 5+ years of experience in quota-carrying new business sales of services and cloud with the conscience and ability to influence decisions at the executive level.
- Strategic sales selling experience into enterprise accounts with a track record in exceeding goals, using consultative methodologies such as MEDDPIC to qualify deals
- Experience engaging with accounts in selling a broad portfolio of products at C-level.
- Understanding of the Cloud, Data and AI market and where it is going, how it's helping enterprises transform
- Understanding of key competitors strengths and weaknesses at both technology and services levels
- Any specialist vertical Industry knowledge is beneficial, but not essential. A hunger to learn how technology is changing industries is a must.
- Ability to work with partners, sales engineers and customer technical leads.
- Experience selling Google Cloud products and services or other public cloud offerings is beneficial. Positioning the benefits of professional services & delivery expertise is a must.
- Confident and comfortable in board-room scenarios, providing advice to senior leadership and secure trusted advisor status.
- Experience in value selling. You will be able to run Discovery sessions with multiple lines of business to understand customer pain points and business objectives. Work collaboratively with technical resources to align solutions and services to solve these problems and ultimately help transform and evolve their business.
- Demonstrated success with large complex commercial and legal negotiations working with procurement, legal, and business teams.
Location:
Remote (and London)
About Insight:
We believe that by giving you the freedom to think big and empower you to reach your full potential, together we will achieve the best outcomes. Along with excellent benefits and a compelling reward package, we offer the opportunity to work in a supportive environment with a high level of autonomy and creativity - there's a reason our average employee tenure is over 6 years.
We strive to display our three core values of Hunger, Heart, and Harmony every day. They represent and drive who we are here at Insight and by doing so we are doing amazing things. Insight started in a garage in 1988, and it is through harnessing our three core values that two brothers, Eric and Tim Crown, steered Insight to the Fortune 500 company it is today. We are now a Global IT Services and Solutions business, enthusiastic about helping customers and the real people who sit behind them.
Application Details:
Insight is an equal opportunity employer, and we are committed to achieving diversity and equality within our organisation. We seek out people from diverse backgrounds and encourage you to apply.
We will endeavour to contact you within five business days, should we feel your profile is a good match for this role. If you do not hear from us within this time, please presume that on this occasion, your application was not successful.
A full job description will be provided upon application.
