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Manager of Field Sales FED/DOD
Insight Enterprises, Inc. | Chantilly, Virginia
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Job Description

Req ID: 52781

Federal Field Sales Manager oversees and manages a sales team whose primary objective is to significantly grow the business within their assigned sales market.  This position oversees their entire market’s consulting and selling of products and/or services to maximize revenue and gross profit through planning and management of activities.  Incumbent maintains effective communications with executives and managers across the organization to determine resource requirements and coordinate efforts across teams to leverage Insight capabilities. 

Essential Functions of the Job:

  • Develop and direct activities to execute sales strategies and successfully achieve revenue and gross profit goals.
  • Establish and implement short- and long-range goals, objectives, policies, and operating procedures.
  • Lead and manage the Account Executives (“AE”) including directing sales efforts, performance managing AEs to a specific sales quota, coaching, team building, goal setting, and professional development.  
  • Develop and/or maintain and improves business relations with all clients and partners.
  • Coordinate sales operations with other departments/divisions within the company.
  • Directly manage major and critical developing client accounts, and coordinate the management of all other accounts.
  • Provide leadership to the day-to-day operations of the sales department
  • Analyze and evaluate the effectiveness of sales processes and systems.
  • Recruit, hire, manage and develop a world-class sales organization.
  • Provide leadership and direction in the development of the sales compensation structure, ensuring consistency and fairness throughout.  Recommend improvements to the existing compensation structure to better motivate and reward sales staff for the desired performance
  • Additional duties as assigned.



Responsible for the direction, coordination, and evaluation of sales teams within the sales market.  Implements objectives in accordance with the organization's policies and local applicable laws. Responsibilities include interviewing, hiring, and training employees; planning, assigning, and directing work; appraising performance; rewarding and disciplining employees; addressing complaints and resolving problems.



Education and/or Experience

Bachelor's degree (B. A.) from four-year college or university; MBA is highly desirable

 5-7 years in sales management in a high-tech or service related industry. 

Must possess strong leadership skills in teamwork and communication across multiple organizations.   

Must have a strong knowledge of IT products and services. 

Must be able to show a proven track record of consistently exceeding corporate objectives and quotas. 




  • Experience in strategic planning and execution. Knowledge of contracting, negotiating, and change management. Knowledge of structuring sales quota goals and gross profit/revenue expectations. 
  • Candidate must have previous experience in Hosting and Telecommunications Industry and a strong understanding of public, private and hybrid cloud services.  This includes the entire ecosystem of ISVs, MSPs, System Integrates and service providers and the dynamics of those organizations as they relate to the recruit, sales and marketing motions to drive and develop the cloud services business for Insight
  • Candidate needs a strong understanding of annuity versus perpetual licensing software models, hosted software solutions, virtualization and management technologies, software defined datacenter, network and storage solutions
  • Work requires professional written and verbal communication and interpersonal skills. Ability to motivate teams to produce results within tight timeframes and simultaneously manage several projects. Ability to participate in and facilitate group meetings.
  • Work requires willingness to work a flexible schedule and 50% minimum travel commitment




The position described above provides a summary of some the job duties required and what it would be like to work at Insight. For a comprehensive list of physical demands and work environment for this position, click here.


About Insight

Insight’s success begins with our people making meaningful connections every day. Our culture lives in our teammates. Insight is looking for great people who will embrace our values of Hunger, Heart and Harmony. Hunger to create new opportunities for our clients. Heart to make a positive impact in people’s lives. Harmony to celebrate each other’s unique contributions to bring solutions to clients.


Join our team as we work to deliver the best solutions through Intelligent Technology Solutions™, the new IT.

  • Global technology provider of IT hardware, software and service solutions
  • Fortune 500 company founded in 1988 with clients around the globe
  • $5.5 billion in revenue for 2016
  • 6,400+ teammates worldwide
  • 2017 Arizona’s Most Admired Companies (AZ Business Magazine), 2016 Best Places to Work (Phoenix Business Journal)
  • 2017 Dell EMC Titanium Black Partner, 2016 HP US Personal Systems Reseller of the Year, 2016 Cisco Gold Certification in North America, Microsoft’s largest global partner


Today's talent leads tomorrow's success. Learn about careers at Insight: jobs.insight.com.


Insight is an equal opportunity employer, and all qualified applicants will receive consideration for employment without regard to race, color, religion, sex, national origin, disability status, protected veteran status, sexual orientation or any other characteristic protected by law.


Posting Notes: Chantilly, VA || Virginia (US-VA) || United States (US) || SALES || None || Chantilly, VA ||


About Insight Enterprises, Inc.

Insight Enterprises, Inc. (Insight) is a provider of brand-name information technology (IT) hardware, software and services to large enterprises, small to medium-sized businesses (SMB) and public sector institutions in North America, Europe, the Middle East, Africa and Asia-Pacific. The Company operates in three geographic operating segments: North America; Europe, Middle East and Africa (EMEA), and Asia and Pacific (APAC). Insight is located in 22 countries, and supports clients in 170 countries, transacting business in 17 languages and 13 currencies. The Company's offerings in North America and the United Kingdom include brand-name IT hardware, software and services. Its offerings in the remainder of its EMEA segment and in APAC only include software and select software-related services. In March 2007, the Company completed the sale of PC Wholesale, a division of its North America operating segment, which was engaged in the business of selling IT products. (Source: 10-K)

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