Solution Sales Specialist

**ABOUT US**

Insight is a Fortune 500-ranked global provider of hardware, software, cloud, and service solutions, providing clients the guidance and expertise needed to define, architect, implement and manage technology today while transforming for tomorrow.

**ROLE**

Insight’s sales teams are collectively responsible for growing and maintaining business relationships across a range of clients. The sales teammates targets are to achieve growth and develop and maintain strategic client relationships based on trust, in order to earn client loyalty and achieve mutual success through the effective building of close partnerships.

The Solution Sales team provides specialist sales expertise, technical solution knowledge, and consultancy and advisory services to Insight’s sales teams. The team closely interfaces and collaborates with internal account managers, technical services specialists, technical teams and supporting client engagements, in order to proactively identify and close services and solutions opportunities.

The Solution Sales Specialist (S3) provides a valuable resource to Insight. Through deep qualification they seek to understand the client’s current and future business needs in order to drive, build, and deliver solutions which mutually support the projected growth of both Insight’s and the client’s business.

**KEY DUTIES & RESPONSIBILITIES**
- Provide pre-sales expertise and guidance to Insight’s clients to help them identify specific business challenges and then suggest and design solutions on how to address those challenges.
- Ensure deep qualification of client requirements in order to shape and respond to the clients’ needs.
- Guide sales and technical team members to support opportunities including the mapping RFI/RFP requirements, proposal writing, business case construction and scoping, and the management and execution of customer pilots and ‘Proof of Concepts’.
- Collaborate closely with internal sales teams and technology specialists to create sales proposals and close sales opportunities, provide a seamless and joined-up client experience.
- Take a proactive and creative approach, to achieve and exceed individual sales targets and team goals, actively identify risks and blockers to meeting those targets and put in place corrective actions where required.
- Support new business generation initiatives and opportunities to achieve growth from existing clients, and proactively support and coach Sales and Marketing teams in order to nurture a culture of collaboration.
- Own and attend pre-sales meetings for designated area of responsibility, build strong and robust client relationships throughout all aspects of the solution sales cycle.
- Produce and provide accurate and clear weekly pipeline and forecast reports for management.
- Work closely with vendor partners on pricing and quotes for clients whilst maintaining an up-to-date knowledge of solutions in the area of responsibility or technical specialism.
- Run client workshops which may include technical demonstrations of Insight’s tools and technology solutions in line with client specific needs.
- Maintain an in-depth and up to date knowledge and a high level of understanding of relevant technologies and related services.
- Conduct regular training to ensure the sales teams are trained and fully understand the solutions offered by Insight.

**KEY RESULT INDICATORS & MEASURES OF SUCCESS**
- Achieving and exceeding performance targets - 100% of monthly, quarterly, and annual targets are achieved
- Drive profitable growth - Achieving target balance to sales and services portfolio
- Pipeline growth and management - Maintain an adequate pipeline ratio to achieve targets (3:1 industry standard)
- Forecast accuracy - Accurate forecasts within +/-5%
- Client satisfaction and loyalty - Achieve client satisfaction at or beyond target rate through client survey
- Client retention - 95% client retention rate

**ESSENTIAL QUALIFICATIONS, SKILLS, KNOWLEDGE & EXPERIENCE**
- Extensive IT industry experience within the IT infrastructure industry, gained in either a partner, reseller, or services business
- High level of written and spoken English
- Fully conversant with Microsoft Office suite (Outlook, Excel, and Word)
- Previous solutions or consulting services experience with a comprehensive understanding of technology, emerging technologies, and the broader market outside software
- Extensive client facing sales experience, a team player who can engage and work successfully within a mutually supportive and diverse team structure including both technical and sales teammates in multiple locations
- Outstanding presentation skills and demonstrable gravitas with the clear ability to engage with high profile client organisations at Board Director level
- A self-starter who proactively takes ownership of their own professional development and maintains up to date professional knowledge
- Demonstrates working knowledge of Microsoft’