Software AE - Inside
- 14,000+ engaged teammates globally
- #20 on Fortune’s World's Best Workplaces list
- $9.2 billion in revenue
- Received 35+ industry and partner awards in the past year
- $1.4M+ total charitable contributions in 2023 by Insight globally
- Serve as the strategic software trusted advisor to assigned clients
- Sell Net New and Incremental Software Business
- Sell net new software business to existing hardware clients as well as to completely new clients
- Drive incremental software business across existing assigned clients
- Win existing software business that competitors currently own
- Support Renewals and True Ups as face of client
- Ensure renewals and true ups are completed on time and retention rates are maximized.
- Take the time to understand, master and tell the Insight software story as well as Insight’s overall value proposition to all prospects and clients when given the opportunity.
- General understanding of insight’s solutions and services outside of our core software offerings.
- Performance is measured not only on expectations of net new and incremental business; but also on ability to have a situational business and technology conversation about client needs and concerns.
- Time management and organization skills are necessary to succeed.
- Monthly and/or quarterly quotas that you are expected to meet and overachieve.
- Expected to drive business and prospect accounts using whatever legitimate means & information sources that will make you effective.
- Role is held accountable to activity and sales metrics. Failure to meet expectations over the first 90 days of employment and demonstrate consistent improvement may lead to corrective action.
- Act as the software extension to Insight’s Inside Sales generalist Account Executives
- Develop and close Net New sales opportunities on your own and/or in coordination with Insight Account Executives and other support resources, meeting or exceeding goals
- Identify and create new software sales opportunity for Insight Software Partners including, but not limited to: Microsoft, Cisco Software, Symantec, IBM Software, VMware, Citrix, Adobe, and Red Hat.
- Proactively look for additional opportunities within client engagements for other lines of business and expanded software and services portfolio sales.
- Complete and execute account plans to sell to non-software buying accounts
- Conduct and deliver sales presentations on Insight’s software and overall value proposition
- Engage with Insight pre-sales engineers and product management team to help initiate new business.
- Establish and maintain strong vendor relationships with key partners contacts
- Account planning with partners to penetrate and grow mutual accounts.
- Facilitate Partner / AE communication on opportunity and account.
- Achieve Sales Certifications available from Key Software Partners. Attend required training sessions.
- Populate Opportunity and Pipeline tracking tools such as CRM.
- Additional duties as assigned.
- At least 2 years of related experience in a Corporate Sales environment managing accounts sized at 100 seats or larger.
- Microsoft, VMware, IBM, Symantec, and/or other software solution sales experience highly desired.
- This is an Inside sales based role, but may require that you align with field-based resources.
- Bachelor's degree (B. A.) from four-year college or university is desired; or related selling experience and/or training; or equivalent combination of education and experience.
- Ability to effectively present effective information to top management, public groups, or other leaders.
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