客户总监 - Google 解决方案线
Account Director - Google Solution Line
职位名称：客户总监 – 谷歌解决方案线
地点：远程 英国 - 有15-25%的出差，前往客户现场、会议和其他相关活动。
我们正在寻找一位经验丰富的客户总监加入Insight的谷歌解决方案线，专注于将高价值的谷歌云专业服务推向企业及公司客户。
您将负责客户战略，寻找新业务，协调合适的利益相关者，并制定能够为客户带来实际业务成果的复杂、多年期项目计划。
您将加入一个由四位销售同事组成的高效团队，与谷歌、更广泛的Insight团队以及我们的交付组织紧密合作，打造并转化高质量的销售线索。
如果您对此感兴趣，我们期待您的加入！
主要职责：
推动战略性、盈利性增长：
· 在企业及公司客户中主导新业务获取，重点在于谷歌云专业服务。
- 制定并负责年度业务计划和多年战略客户计划，与Insight的愿景和客户目标保持一致。
- 维护稳健且经过验证的销售线索，以实现并超越收入、利润率和增长目标，并进行准确的预测。
客户战略与解决方案销售：
· 利用谷歌解决方案线，结合适当的Insight补充能力，构建集成的解决方案提案。
- 通过理解客户的挑战并设计基于成果的项目，而非仅以产品为导向的交易，塑造客户的采购愿景。
- 与市场部、BDR和谷歌合作，执行战略客户规划、目标设定和营销活动。
客户关系与利益相关者管理：
· 与首席执行官和高级决策者建立深厚、值得信赖的关系，成为他们转型计划的战略合作伙伴。
- 领导整合的客户团队，协调内部和外部利益相关者，以提供无缝的客户体验。
- 通过在关键客户上全程负责客户关系，确保客户满意度、留存率和忠诚度。
商业与交易领导力：
· 运用强大的商业敏锐度来构建复杂的专业服务交易。
- 制定有说服力的商业案例和价值主张，清晰地阐述成果和投资回报。
- 主导投标策略，参与治理事务，并推动大型多工作流项目的竞争胜率。
查看英文原文
Job Title: Account Director – Google Solution Line
Location: Remote UK - Up to 15-25% travel to customer sites, conferences, and other related events.
We are looking for a seasoned Account Director to join Insight’s Google Solution Line, focused on driving high-value Google Cloud professional services into enterprise and corporate clients.
You will be owning the account strategy, hunting for new business, orchestrating the right stakeholders, and shaping complex, multi-year programmes of work that deliver meaningful business outcomes for our clients.
You will join a high-performing team of four sales colleagues, collaborating closely with Google, wider Insight teams, and our delivery organisation to build and convert a high-quality pipeline.
So, if this is of interest to you then we would be keen to hear from you!
Key Responsibilities:
Drive strategic, profitable growth:
·
· Lead new business acquisition across enterprise and corporate accounts, with a primary focus on Google Cloud professional.
- Develop and own annual business plans and multi-year strategic account plans aligned to Insight’s vision and client objectives.
- Maintain a robust, well-qualified pipeline to achieve and exceed revenue, margin, and growth targets, with accurate forecasting.
Account strategy & solution sales:
·
· Build integrated solution propositions using the Google Solution Line and, where appropriate, complementary Insight capabilities.
- Shape clients’ buying vision by understanding their challenges and designing outcomes-based programmes, rather than just product-led deals.
- Execute strategic account planning, targeting and campaign activity in collaboration with marketing, BDRs and Google.
Client relationships & stakeholder management:
·
· Cultivate deep, trusted relationships with C‑suite and senior decision-makers, becoming a strategic partner in their transformation agenda.
- Lead integrated account teams, orchestrating internal and external stakeholders to deliver seamless client experience.
- Ensure high levels of client satisfaction, retention, and loyalty by owning the end-to-end relationship on key accounts.
Commercial & deal leadership:
·
· Apply strong commercial acumen to structure complex professional services engagements.
- Develop compelling business cases and value propositions that clearly articulate outcomes and ROI.
- Own bid strategies, contribute to dealing with governance, and drive competitive win rates on large, multi-workstream programmes.
Sales methodology & CRM discipline:
·
· Use Insight’s CRM to manage pipeline, forecast accurately, and maintain high-quality account and opportunity data.
- Operate within Insight’s sales methodology, using data and insights to continuously refine your approach.
- Collaborate with delivery and customer success to uncover expansion opportunities and ensure long-term account growth.
Professional development & market engagement:
·
· Stay current on Google Cloud, AI, and broader cloud market trends, using this insight to challenge client thinking and create new opportunities.
- Represent Insight and the Google Solution Line at events, workshops, and executive briefings to build brand presence and generate demand.
Key Skills and Experience Required:
- Experience in solution and services sales, focusing on complex professional services.
- Strong experience selling into enterprise and/or large corporate organisations, ideally within the Google Cloud ecosystem.
- Proven success in new business hunting roles, bringing a strong personal network and the ability to open new logos.
- Deep understanding of how large transformation programmes are structured (multiple workstreams, stakeholders, dependencies) and how to position services within them.
- Advanced commercial acumen: able to design and negotiate different commercial constructs (T&M, fixed fee, outcome-based) and manage margin effectively.
- Expert stakeholder management skills, with a record of building long-term, trusted relationships at C‑level and across complex organisations.
- Strong sales cycle management skills, from prospecting and qualification through to closure and expansion, with consistent performance against targets.
- Comfortable operating as a “mini-CEO” – leading your own go-to-market plan, coordinating marketing and BDR support, and owning results.
- Excellent communication and presentation skills, able to simplify complex concepts and tell a compelling story using data and insight.
- Growth mindset with a collaborative, collaborative approach – you win through others and give credit where it is due.
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, passionate 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 timeframe, please presume that on this occasion, your application was not successful.
A full job description will be provided upon application.
Insight is committed to providing equal opportunities for all applicants and recognizes and values the unique talents and perspectives which individuals with disabilitiesbring to our workplace and we encourage them to apply. Any information provided regarding changes or adjustments will be kept confidential and used solely for the purpose of ensuring all our candidates can perform at their very best during the recruitment process.
Originally posted on Himalayas