Dir Services Sales
Director, Services Sales - West InfrastructurePosition OverviewThis 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:Cloud, Compute & StorageSecurityManaged ServicesAI & AutomationNetworking, IoT & EdgeThe 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 InsightTeam Building & LeadershipRecruit, 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 & ExecutionOwn 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 CollaborationPartner 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 EngagementTravel 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 & GrowthIdentify 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 InsightExperienceBachelor'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 & CompetenciesStrong 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.