Software AE

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Chandler, AZ, US, Na

Requisition Number: 102600

The Software Account Executive - Inside (SW AE) for Small and Medium Business (SMB) works to win new and incremental business across Insight’s core software publishers. The Software AE is assigned to a specific region and/or market coverage area. Teammates in this role are responsible for qualifying net new opportunities and leads with key decision makers and influencers at target accounts Primary day-to-day responsibilities are aligned to our sales and go-to-market initiatives for Insight’s core software publishers.

The primary functions of the SW AE for SMB is aligned to the following priorities:

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.

Focus will be on achieving revenue and gross profit goals through client interface, account planning, product management and marketing team alignment, partner teaming and engagement, as well as solution development and implementation. SW AEs for SMB will work with sales management and the product management team to design, recommend and assist in short-term and long-term software sales strategies within their assigned accounts and/or territory.

The SW AE for SMB is able to represent Insight’s Clear Advantage software value proposition to a midmarket or small business client (client organization sizes range from 100 to 1,000 employees / seat count in size).

What you’ll do at Insight

Consultative selling is expected:

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.

The Insight SW AE for SMB team is a “hunter” environment, where high volume activity is a daily expectation:

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.

Essential Functions of the Job:

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…