Strategic Account Director

Key Responsibilities​

Leverage an established rolodex of procurement and senior/executive-level contacts to generate new business opportunities​

Target and penetrate strategic, Fortune 500 enterprise accounts​

Lead the full sales cycle from prospecting, proposals, and RFP responses through contract negotiation and closing​

Build credibility with procurement teams and demonstrating deep knowledge of the buying process, vendor management, and compliance​

Deliver compelling, ROI-focused proposals that align to procurement priorities and business objectives​

Maintain disciplined pipeline management and accurate forecasting in CRM to provide visibility into deal progression​

Travel as needed to meet with procurement and executive stakeholders across East and West Coast territories​

Collaborate with internal teams to ensure seamless handoff and delivery for enterprise clients​

Represent the company with executive presence art all times, in particular high-stakes meetings, negotiations, and industry events​

Share market intelligence and procurement insights with the broader sales team to enhance overall strategy and execution​

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We are a company committed to creating diverse and inclusive environments where people can bring their full, authentic selves to work every day. We are an equal opportunity/affirmative action employer that believes everyone matters. Qualified candidates will receive consideration for employment regardless of their race, color, ethnicity, religion, sex (including pregnancy), sexual orientation, gender identity and expression, marital status, national origin, ancestry, genetic factors, age, disability, protected veteran status, military or uniformed service member status, or any other status or characteristic protected by applicable laws, regulations, and ordinances. If you need assistance and/or a reasonable accommodation due to a disability during the application or recruiting process, please send a request to HR@insightglobal.com.To learn more about how we collect, keep, and process your private information, please review Insight Global's Workforce Privacy Policy: https://insightglobal.com/workforce-privacy-policy/.

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Experience & Background​

10+ years of enterprise B2B sales experience with a proven track record in hunting and net-new business acquisition​

Extensive rolodex of procurement contacts at fortune 500 companies​

Demonstrated ability to retain and monetize procurement relationships, converting existing access into multi-million-dollar contracts​

Strong background in complex deal structuring, RFP processes, and procurement-led negotiations​

Experience managing large, strategic territories across large region of U.S. ​

Consistent track record of exceeding quotas in enterprise sales environments​

Waste (or similar industry) experience highly preferred

Deep understanding of enterprise procurement processes (vendor approval, compliance, budget cycles, RFP processes)​

Expertise in solution-based and value-driven enterprise sales​

Strong knowledge of pipeline discipline, territory planning, and forecasting​

Proficiency with CRM systems to manage complex, multi-stakeholder opportunities​

Exceptional business and financial acumen to build ROI-focused proposals and contracts

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Success Parameters (KPIs/Metrics)​

Strategic Accounts Secured – net-new Fortune 500 clients won through procurement access​

Revenue Growth – contribution to multi-million dollar enterprise revenue​

Deal Size – consistent closure of $2.5M+ contracts​

Pipeline Health – robust, accurate pipeline supporting revenue predictability​

Sales Cycle Acceleration - reduction in time-to-close due to procurement/senior level access​

Quota Attainment – achievement of quarterly and annual revenue targets​

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Benefit packages for this role will start on the 31st day of employment and include medical, dental, and vision insurance, as well as HSA, FSA, and DCFSA account options, and 401k retirement account access with employer matching. Employees in this role are also entitled to paid sick leave and/or other paid time off as provided by applicable law.