• Job Description

  Req#: 103520
  Director, Services Sales - West Infrastructure
  
  Position Overview
  
  This Director will lead, develop, and scale a high-performing team of Market Development Executives (MDEs) across the West region, driving outcome-based services and solutions aligned to Insight's modern infrastructure portfolio. This leader will be responsible for building a specialized services sales motion across five core solution areas:
  
  1. Cloud, Compute & Storage
  2. Security
  3. Managed Services
  4. AI & Automation
  5. Networking, IoT & Edge
  
  The ideal candidate is a strategic sales leader who thrives in building teams from the ground up, coaching consultative sellers, and partnering cross-functionally to deliver measurable client outcomes through Insight's services-led approach.
  
  What You'll Do at Insight
  
  Team Building & Leadership
  
  • Recruit, develop, and retain a team of specialized Market Development Executives (MDEs) focused on services and solutions selling across modern infrastructure domains.
  • Coach MDEs on consultative and outcome-based selling methodologies, helping them articulate business value and align Insight's services to client priorities.
  • Conduct regular performance reviews, pipeline coaching sessions, and professional development planning for all team members.
  
  Sales Strategy & Execution
  
  • Own the services sales budget (revenue and gross profit) for the West region's infrastructure solutions portfolio.
  
  
  
  • Develop and execute a go-to-market strategy that drives pipeline growth and revenue attainment across all five solution areas - Cloud, Compute & Storage; Security; Managed Services; AI & Automation; and Networking, IoT & Edge.
  • Deliver accurate monthly services revenue forecasts and maintain pipeline discipline across the MDE team.
  • Create and present a quarterly business plan with clear objectives, market insights, and growth initiatives.
  
  Cross-Functional Collaboration
  
  • Partner closely with Solutions Architects, Consulting, Delivery, and Managed Services teams to ensure seamless client engagement from opportunity through implementation.
  • Collaborate with Area Directors and field sales leadership to drive services attach and recognition within West branch offices.
  • Build and maintain strategic relationships with key OEM and technology partners to generate co-selling opportunities, market intelligence, and joint go-to-market alignment.
  
  Client Engagement
  
  • Travel with MDEs to engage directly on high-profile client opportunities, modeling executive-level selling and helping build trusted advisor relationships.
  • Support the development of major proposals and presentations in partnership with Field Marketing and Solutions teams.
  
  Innovation & Growth
  
  • Identify emerging client needs and market trends across the infrastructure landscape; recommend new service offerings and build supporting business cases.
  • Champion Insight's outcome-based services approach and contribute to the evolution of the services sales playbook.
  
  
  What You'll Need to Join Insight
  
  Experience
  
  • Bachelor's degree required; MBA or equivalent preferred.
  • 10+ years of experience in the technology services or IT solutions industry, with a strong track record of selling into large enterprise accounts.
  • 7+ years of sales leadership experience, preferably in a services-led or solutions-oriented sales environment.
  • Demonstrated success in building and scaling specialized sales teams (not just managing existing ones).
  • Deep familiarity with one or more of the following domains: Cloud & Hybrid Infrastructure, Cybersecurity, Managed Services, AI/Automation, or Networking/IoT/Edge.
  
  Skills & Competencies
  
  • Strong understanding of outcome-based and consultative selling methodologies.
  • Ability to translate complex technology solutions into business value for C-level and senior IT stakeholders.
  • Proven ability to develop go-to-market strategies and execute against revenue and gross profit targets.
  • Excellent communication, presentation, and executive presence - comfortable presenting to top management, public groups, and boards of directors.
  • Strong analytical skills with the ability to interpret business data, market trends, and pipeline metrics.
  • A reputation for personal and professional integrity.
  
  
  #LI-DNP

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