Account Principal Sr

SeniorAccount Principal

The Account Principal, Senior(AP)isthe 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 teamsand purposefully abstracting internal complexity.

This is aseniorhybrid commercial andservicedelivery 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 ensuringthat growth isprofitable, repeatable, and rooted in client success.

Key Responsibilities

1. Account Ownership & Strategy (in partnership withsales)

• Serve as the primary owner of services performanceand P&L in assigned accounts

• Develop and maintain a comprehensive account plancovering:

• Revenue growth (recurring+ project-based services)

• Margin improvement

• Expansion opportunities

• Delivery roadmap and risk profile

• Build, nurture and diversifyexecutive-level client relationships

2. Pre-sales Leadership(inpartnership withsales)

• 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 withSalesand Solution Line overlays to:

• Shape services opportunities

• AlignInsightsolutions 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 withthe Practice (delivery)to translate client needs into executable services solutions, ensuring smooth transitionfrom pre- to post-sales

3. Deal Quality & Commercial Integrity

• Act as the final checkpoint for services dealsprior toclose

• 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 engagementswithin the account

• Partner with Delivery Leads and PMO to ensure:

• Sharedcontext and awareness across workstreams

• On-time, on-budget delivery

• Quality and client satisfaction

• Effective issue and escalation management

5. Growth, Expansion & Retention

• Leadcross-sell and upsell opportunitiesthat drive lifecycle engagement (fromadvisorythrough managed services) anddiversifylines of business

• Own renewal strategy andgrowth ofrecurringservices in revenue mix

• Drive strong net revenue retention (NRR)across the portfolio

• Increasingrecurring revenue as a percentageof 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)

• Practiceteams (deliveryexecution)

• PMO (governance and reporting)

• Finance (complex deal structures and billing)

• Ensure a unified client experiencedespite multiple sellers and contributors

7. Financial& KPIManagement

• Own and manage:

• Services revenue targets within the account

• Gross margin / contribution margin

• Forecasting and pipeline accuracy (services-specific)

• Retentionand satisfaction KPIs

• Drive disciplined account-level financial performance

8. Leadership &TeamDevelopment

• Contribute to theimpact 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 integrationactivities

• Collaboratingwith peersonmethodologies andways of working

• Contributingreusable IP, case studies, and documented learnings to the broader team

• Leadaccountand deal reviews, codifying lessons learned into playbooks and reusable assets

• Operate as acollaborative, culturesetting leader who helps build a highperformance, highaccountability environment

9. (Active Stakeholder in) GTMSolution 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 pressuretest new solutions and commercial constructs against account realities and segment needs.

• Pilot priority GTM plays and offerings in select accounts andprovidestructured feedback on value, packaging, pricing, and delivery fit.

• Influence roadmap and prioritization by articulating client outcome impact and accountlevel economics (LTV, ARR, margin).

Qualifications

Required:

• 12+years of experience in:

• Technology services, consulting, orsystems/solutionintegration

• 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 multipletiersof an organization including executive & C-suitelevel

• Think critically,solve problems,handle issues and escalations

• Strong commercial acumen:

• Deal structuring, pricing, and margin management

• Experience leading complex services engagements

• Ability to supportup to 30%travel as required for client meetings, internal and industry events

Preferred:

• P&L management

• Enterprise-wide transformations and initiativeswith 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:Operatesas a true owner of client outcomes

• Commercial Judgment:Balances growth, margin, and risk

• Cross-Functional& MatrixLeadership:Aligns diverse teams toward a common goal

• Client Relationship Management:Builds trust at executive levels

• Execution Oversight:Ensures delivery excellencein a matrixedenvironment

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)