Job Description

The Account Technology Specialist resides within EMEA.

The Account Technology Specialist is a business-focused technology adviser who helps customers connect

technology priorities with wider business objectives. The role independently leads selected customer

engagements, working with senior IT stakeholders to understand business needs, influence technology

decisions and develop practical technology roadmaps and transformation opportunities.

Acting as a bridge between customer priorities, technology capabilities and commercial outcomes, the role

shapes commercially relevant recommendations and engagement direction. The Account Technology Specialist

works alongside Solution Architects, who lead solution design and technical architecture, to ensure that proposed

approaches are credible, relevant and aligned to customer outcomes.

The role applies broad knowledge across relevant technology domains, coordinates the right internal and partner

expertise for defined engagements and escalates complex or enterprise-wide strategic matters to Senior Account

Technology Specialists or appropriate leaders.

Insight’s Success Criteria

Strong performance is demonstrated by independently converting customer technology conversations into

qualified opportunities, credible engagement direction and clear business value. Success is reflected in trusted

relationships with senior IT stakeholders, effective coordination of virtual teams and disciplined progression of

selected opportunities, while complex portfolio-wide or C-suite transformation strategy remains with the Senior

Account Technology Specialist.

Key Responsibilities

• Lead selected technology advisory engagements, translating customer priorities into actionable

recommendations and roadmaps.

• Act as a trusted adviser to senior IT stakeholders, building relationships that influence technology

direction and support informed investment decisions.

• Own and maintain the technical account plan for assigned accounts or engagement scope, aligning

customer priorities, partner initiatives and Insight capabilities.

• Shape customer value propositions with Account Executives, Solution Architects and specialists to

establish business and technical relevance.

• Connect technology investment to adoption, measurable customer outcomes and commercial value.
• Influence technology decisions within defined engagements, while Solution Architects retain

accountability for solution design and technical architecture.

• Coordinate sales, architecture, delivery, customer success and partner teams to progress agreed

customer outcomes.

• Provide broad technology advice, recognising when specialist or senior strategic input is required.
• Support account growth by identifying expansion, renewal, adoption and consumption opportunities

linked to the technical account plan.

• Maintain appropriate opportunity, pipeline and account-planning governance for assigned scope.

Key Activities

• Prepare and facilitate discovery sessions, advisory workshops and roadmap discussions.
• Analyse customer objectives, technology landscape, challenges and dependencies to identify relevant

advisory and transformation opportunities.

• Build and maintain the technical account plan, including priorities, stakeholder context, opportunity

pathways and agreed next steps.

• Qualify opportunities by clarifying customer need, business value, technical relevance, stakeholders

and progression criteria.

• Develop customer-specific value narratives with input from commercial and technical colleagues.
• Coordinate Solution Architects and specialists to validate technical direction and align solution options

with customer requirements.

• Align Account Executives, architects, delivery, customer success and partner teams on ownership,

actions and next steps.

• Monitor progress against agreed account and opportunity actions, maintaining accurate planning and

forecasting information within applicable processes.

• Maintain current broad knowledge across relevant technology domains, emerging AI capabilities,

security considerations and industry developments.

• Share knowledge and effective practices with colleagues and contribute to the development of ATS

capability.

This list is not exhaustive, and teammates will be required to undertake additional responsibilities reasonably

requested by their manager.

Qualification, Skills and Experience

Education

Degree in a relevant field and/or equivalent commercial, technology and specialist sales experience.

Experience and Knowledge:

• Broad and current cross-domain technology knowledge, with the ability to connect technology priorities

to business outcomes.

• Experience in technology advisory, solution sales, architecture or a related customer-facing technology

role.

• Experience independently leading selected customer engagements and influencing senior IT

stakeholders.

• Ability to assess opportunity quality and contribute to commercially credible customer propositions.
• Experience using account plans, technology roadmaps or value cases to guide customer engagement

within a defined scope.

• Business and industry awareness sufficient to understand customer priorities and translate them into

relevant technology outcomes.

• Ability to coordinate virtual teams across sales, architecture, delivery, customer success and partner

organisations.

• Professional judgement to work independently within defined scope and seek senior or specialist

guidance for complex, enterprise-wide or C-suite matters.

Power skills:

• Communication & Storytelling: Communicating clearly and adapting messages to different audiences

through engaging, impactful storytelling.

Insight Proprietary & Confidential. Do Not Copy or Distribute. © 2025 Insight. All Rights Reserved 3

• Teamwork & Collaboration: Working effectively with diverse teams to combine strengths and achieve

shared outcomes.

• Problem Solving & Negotiation: Identifying root causes, developing solutions and reaching mutually

beneficial agreements through analysis and communication.