Requisition Number: 105185
Senior Account Principal
Location: You will have the flexibility to work fully remote.
Salary: Between $150k- $190k with bonus depending on experience.
Insight at a Glance
14,000+ engaged teammates globally
$8.2 billion in revenue in 2025
Certified as a Great Place to work in 9 Countries in 2025
Fortune 500 Company (No. 447) in 2025
Received 25+ industry and partner awards in the past year
$1.4M+ total charitable contributions in 2024 by Insight globally
Senior Account Principal
The Account Principal, Senior (AP) is the end-to-end owner of services success within a defined portfolio of client accounts. This role spans pre-sales, delivery oversight, and post-sales growth, ensuring that all services engagements are commercially sound, operationally successful, and aligned to long-term client value.
Operating in a multi-seller environment, the Account Principal acts as the single point of accountability for services outcomes—bringing cohesion across sales, solutioning, and delivery teams and purposefully abstracting internal complexity.
This is a senior hybrid commercial and service delivery leadership role with accountability for revenue growth, margin performance, client satisfaction, and retention, as well as mentoring other teammates and shaping new GTM solutions across the portfolio. The Account Principal is a steward for their portfolio, managing Insight’s risk and ensuring that growth is profitable, repeatable, and rooted in client success.
Key Responsibilities
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
2. Pre-sales Leadership (in partnership with sales)
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
3. Deal Quality & Commercial Integrity
Act as the final checkpoint for services deals prior to close
Ensure:
Accurate scoping and pricing
Alignment between proposal and delivery capabilities
Sustainable margin profiles
Mitigate risk from poorly structured or misaligned deals
4. Delivery Accountability (in partnership with the Practice)
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
5. Growth, Expansion & Retention
Lead cross-sell and upsell opportunities that drive lifecycle engagement (from advisory through managed services) and diversify lines of business
Own renewal strategy and growth of recurring services in revenue mix
Drive strong net revenue retention (NRR) across the portfolio
Increasing recurring revenue as a percentage of total revenue
Champion continuous improvement and competitive advantage by identifying opportunities to modernize and transform service delivery models (e.g., AI, automation, managed service evolution)
6. Cross-Functional Orchestration
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
7. Financial & KPI Management
Own and manage:
Services revenue targets within the account
Gross margin / contribution margin
Forecasting and pipeline accuracy (services-specific)
Retention and satisfaction KPIs
Drive disciplined account-level financial performance
8. Leadership & Team Development
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
9. (Active Stakeholder in) GTM Solution Development & Portfolio Innovation
Serve as the voice of the client and field in GTM/offer forums, bringing demand patterns and objections from your portfolio.
Act as a design partner to pressure‑test new solutions and commercial constructs against account realities and segment needs.
Pilot priority GTM plays and offerings in select accounts and provide structured feedback on value, packaging, pricing, and delivery fit.
Influence roadmap and prioritization by articulating client outcome impact and account‑level economics (LTV, ARR, margin).
Qualifications
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
Preferred:
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
Key Competencies
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
Success Metrics
In assigned portfolio:
Services revenue growth
Gross margin performance
Net revenue retention (NRR)
Annual recurring revenue as percentage of mix
Client satisfaction (CSAT / NPS)
Delivery health (on-time, on-budget, low escalation)
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.
When you apply, please tell us the pronouns you use and any reasonable adjustments you may need during the interview process.
At Insight, we celebrate diversity of skills and experience so even if you don’t feel like your skills are a perfect match - we still want to hear from you!
Insight does not accept unsolicited resumes from recruiters or employment agencies. Unsolicited resumes will be treated as direct applications from the candidate, and recruiters or agencies who submit candidates for this position without a prior, written vendor agreement will not be eligible for any form of compensation, even if the candidate is hired.
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.
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: Remote || Arizona (US-AZ) || United States (US) || IT Infrastructure & Support || None || Remote ||