Business Development Manager (Solutions)

About Insight

Insight is a globally recognized technology company with over 14,000 employees and a reputation as a top workplace in technology and Australia. Generating $8.25 billion in revenue, Insight specializes in cloud, data, AI, cybersecurity, and intelligent edge solutions, helping organizations navigate complex digital transformations.

Role Overview

Based in Sydney with a hybrid work model of two days onsite and three days remote, the Business Development Manager (Solutions) spearheads growth by acquiring new Enterprise clients and expanding existing accounts. This role requires a consultative sales approach, a strong commercial mindset, and ownership of the sales cycle across Insight's solution portfolio including cloud, data & AI, security, modern work, and managed services.

Key Responsibilities

• Lead efforts to secure new Enterprise Commercial clients who have not previously partnered with Insight.
• Identify and develop additional business opportunities within current accounts by introducing new workloads alongside existing engagements.
• Develop and execute thorough territory prospecting strategies targeting both new client acquisition and strategic account growth.
• Vigorously qualify leads and opportunities, advancing only those with strong potential at appropriate times.
• Leverage Insight’s extensive partner and vendor network, including Microsoft, to accelerate market entry and deepen client relationships.
• Conduct in-depth discovery conversations to understand clients’ core challenges and strategic priorities.
• Translate Insight’s comprehensive solution portfolio into customized, quantifiable value propositions tailored to client needs.
• Adopt a consultative sales approach focused on delivering client-centric recommendations.
• Collaborate with presales and technical specialists to ensure proposals are both commercially viable and technically sound.
• Prepare bespoke presentations and proposals that highlight Insight’s unique value in a competitive marketplace.
• Confidently lead negotiations, addressing objections, building stakeholder consensus, and successfully closing deals.
• Apply expertise in operational and capital expenditure to structure compelling commercial business cases for clients.
• Build strong, trust-based relationships with executive decision-makers and other key stakeholders across target and existing accounts.
• Maintain regular, productive communication with vendors, partners, and internal teams to ensure optimal client engagement and representation of Insight.
• Keep CRM systems accurate and up to date with detailed account profiles, opportunity data, and forecast information.
• Stay informed on industry shifts and competitor activities, providing actionable intelligence to refine sales strategies.
• Commit to continuous professional development, seeking relevant certifications and adapting to feedback to enhance sales effectiveness.

Candidate Profile

• Proven history of winning new business and expanding workload through cross-selling in B2B technology, IT solutions, or IT services sectors.
• Experienced in both hunting new business and growing existing relationships; not solely focused on account management.
• Skilled in selling complex technological solutions including cloud, data & AI, security, modern work, and related managed or professional services.
• Adept at navigating matrix organizations and engaging multiple levels of buyers beyond traditional IT roles.
• Strong commercial insight and consultative selling capabilities, including expertise in digital prospecting and social selling tools like LinkedIn Sales Navigator.
• Eligible to work and based in or able to cover the Sydney area.

Preferred Qualifications

• Existing connections within Microsoft partner and vendor ecosystems, with experience leveraging these relationships for demand generation.
• Knowledge of OpEx and CapEx financial structuring to aid in business case development and deal construction.

Benefits and Culture

• Clear career development pathways and opportunities for advancement.
• Peer recognition programs and eligibility for the President's Club.
• Volunteer leave and dedicated work-life balance days.
• Work-From-Anywhere program allowing up to 4 weeks of remote work per year.
• Employee stock purchase plan and corporate discounts.

Diversity & Inclusion

Insight is committed to equality and values diversity. All qualified candidates will be considered regardless of race, religion, sex, national origin, disability, veteran status, sexual orientation, or other legally protected characteristics. Applicants are encouraged to share their pronouns and request reasonable accommodations during the hiring process.