What are the responsibilities and job description for the Account Principal Sr position at Insight?
1. Account Ownership & Strategy (in partnership with sales) Serve as the primary owner of services performance and P&L in assigned accounts Develop and maintain a comprehensive account plan covering: Revenue growth (recurring project-based services) Margin improvement Expansion opportunities Delivery roadmap and risk profile Build, nurture and diversify executive-level client relationships Align technical delivery with business value realization Own overall success of services engagements within the account Partner with Delivery Leads and PMO to ensure: Shared context and awareness across workstreams On-time, on-budget delivery Quality and client satisfaction Effective issue and escalation management Align across: Account Executives (GTM Sales teams) Solution Line Sales Overlays (Infrastructure, Google, ServiceNow, Microsoft) Pre-sales (technical expertise for scoping, pricing, level of effort) Practice teams (delivery execution) PMO (governance and reporting) Finance (complex deal structures and billing) Ensure a unified client experience despite multiple sellers and contributors Delivery health (on-time, on-budget, low escalation) Provide clear direction and prioritization to ensure right pace and path for opportunities Serve as central orchestration point to guide the process, abstract complexity, eliminate friction, and minimize delays Partner with Sales and Solution Line overlays to: Shape services opportunities Align Insight solutions to client outcomes Ensure commercial viability and delivery feasibility Provide go/no-go input and deal governance, including: Scope validation Margin expectations Delivery risk assessment Collaborate with the Practice (delivery) to translate client needs into executable services solutions, ensuring smooth transition from pre- to post-sales Contribute to the impact and maturity of the organization through: Coaching and developing junior Account Principals, pod members, and cross-functional partners to operate as a high-performance team Supporting new hire integration activities Collaborating with peers on methodologies and ways of working Contributing reusable IP, case studies, and documented learnings to the broader team Lead account and deal reviews, codifying lessons learned into playbooks and reusable assets Operate as a collaborative, culture‑setting leader who helps build a high‑performance, high‑accountability environment Required: 12 years of experience in: Technology services, consulting, or systems/solution integration Strategic account management, client partner, or delivery leadership roles Proven ability to: Manage and grow multi-million-dollar client portfolios Operate across sales and delivery functions Influence without direct authority in matrixed organizations Consult, communicate, present and influence across multiple tiers of an organization including executive & C-suite level Think critically, solve problems, handle issues and escalations Strong commercial acumen: Deal structuring, pricing, and margin management Experience leading complex services engagements Ability to support up to 30% travel as required for client meetings, internal and industry events P&L management Enterprise-wide transformations and initiatives with distributed teams Familiarity with leading OEM technologies and partner ecosystems (e.g., cloud platforms, infrastructure vendors, and enterprise software providers) and how they are applied within services-led engagements Account Leadership: Operates as a true owner of client outcomes Commercial Judgment: Balances growth, margin, and risk Cross-Functional & Matrix Leadership: Aligns diverse teams toward a common goal Client Relationship Management: Builds trust at executive levels Execution Oversight: Ensures delivery excellence in a matrixed environment