Role Description The Account Executive - Google Cloud Solutions - Public Sector is a senior, client-facing sales leader responsible for driving growth of Insight’s Google Cloud Solutions across Federal, State, Local and Higher Education clients. This role combines deep solution expertise, executive-level relationship building, and full-cycle Public Sector sales leadership. You will partner closely with services leadership, delivery teams, and strategic partners to define and execute growth strategies for both new and existing clients, positioning Insight as a trusted advisor to executive stakeholders. What You’ll Do - Own and drive Public Sector sales strategy for Google cloud solutions, selling professional services and delivering against annual revenue and bookings targets of 3M – 4M - Build and deepen C-level and executive relationships, influencing long-term technology decisions - Lead complex, multi-year sales cycles—from initial engagement through negotiation and close - Define and execute account growth strategies in partnership with Services Delivery and technical specialists - Identify, shape, and develop new opportunities across analytics, data, AI, and Google cloud services - Develop compelling, value-based proposals and executive presentations tailored to client outcomes - Run and manage complex accounts with multiple stakeholders, opportunities, and buying centers - Maintain strong forecast accuracy and provide regular pipeline, revenue, and progress updates to leadership - Stay current on industry trends, competitive dynamics, and emerging technologies - Collaborate cross-functionally to ensure successful delivery, adoption, and long-term customer satisfaction Qualifications - Bachelor’s degree in business, technology, or a related field—or equivalent practical experience - 10+ years of quota-carrying enterprise sales experience, ideally in analytics, cloud, professional services or technology services - Proven track record of meeting or exceeding sales targets - Experience selling professional and/or managed services in complex, consultative sales environments - Demonstrated success engaging senior executive and C-suite stakeholders - Strong understanding of enterprise buying processes, procurement, legal, and contract negotiations - Ability to partner effectively with technical teams to define solutions, build business cases, and drive adoption - Excellent communication, executive presence, and relationship-building skills - Ability to work independently while thriving in a highly collaborative team environment - Willingness to travel approximately 50% to customer sites, events, and partner engagements Benefits - 14,000+ engaged teammates globally - #20 on Fortune’s World’s Best Workplaces™ - $9.2B in annual revenue - 35+ industry and partner awards in the past year - $1.4M+ in charitable contributions globally in 2023 Company Description Sada an Insight Company, we’re a people-first Fortune 500 Solutions Integrator. By unlocking the power of people and technology, we help organizations accelerate transformation and achieve extraordinary results. With deep expertise across cloud, data, AI, cybersecurity, and intelligent edge, we guide enterprises through complex digital decisions—turning strategy into real outcomes.

About Airwallex Airwallex is the only unified payments and financial platform for global businesses. Powered by our unique combination of proprietary infrastructure and software, we empower over 200,000 businesses worldwide - including Brex, Rippling, Navan, Qantas, SHEIN and many more - with fully integrated solutions to manage everything from business accounts, payments, spend management and treasury, to embedded finance at a global scale. Proudly founded in Melbourne, we have a team of over 2,000 of the brightest and most innovative people in tech across 26 offices around the globe. Valued at US$8 billion and backed by world-leading investors including T. Rowe Price, Visa, Mastercard, Robinhood Ventures, Sequoia, Salesforce Ventures, DST Global, and Lone Pine Capital, Airwallex is leading the charge in building the global payments and financial platform of the future. If you're ready to do the most ambitious work of your career, join us. Attributes We Value We hire successful builders with founder-like energy who want real impact, accelerated learning, and true ownership. You bring strong role-related expertise and sharp thinking, and you're motivated by our mission and operating principles. You move fast with good judgment, dig deep with curiosity, and make decisions from first principles, balancing speed and rigor. You're humble and collaborative; turn zero-to-one ideas into real products, and you "get stuff done" end-to-end. You use AI to work smarter and solve problems faster. Here, you'll tackle complex, high-visibility problems with exceptional teammates and grow your career as we build the future of global banking. If that sounds like you, let's build what's next. About the team The SME & Growth Business team at Airwallex is a passionate group of collaborators and business champions dedicated to empowering small and medium-sized enterprises (SMEs) to thrive in the global economy. We combine deep financial expertise with a growth mindset, working closely with our clients to understand their unique needs and develop tailored solutions that streamline cross-border payments and unlock new revenue streams. As a team, we are driven by a desire to make a positive impact and are constantly innovating to find new ways to support the success of our SME customers. What you'll do This is an exciting opportunity to join Airwallex's New Zealand team and make an impact in a rapidly growing market. As an early member of our NZ team, you'll play a pivotal role in shaping our success and be part of a truly unique growth journey. The Account Executive team is a core driver of growth within Airwallex. You will be focused on selling our Acquiring, Card, FX & Payment API product to eCommerce retailers, marketplaces, online travel agents, and other industries that are ideal for our product. As an Account Executive at Airwallex, your role will center around leveraging your tech-savvy nature and passion for payments. Your experience will equip you to deliver impactful results focusing on SME clients. We value candidates who exhibit a strong drive to succeed, possess high energy levels, and maintain a diligent work ethic, combined with a hunger for success and high emotional intelligence. Be part of a team of passionate tech sales professionals and take part in driving growth and innovation in the dynamic world of fintech. Your expertise and dedication will play a vital role in empowering businesses across New Zealand with our cutting-edge solutions. This role is based in Auckland. Responsibilities: - Proactive Hunting & pursuing fresh business opportunities throughout New Zealand, leveraging your existing network, experience, and strategic prospecting in the SME segment. - Own and drive the entire sales cycle from prospecting to closing for new logos. - Negotiate partnership agreements and commercial contracts with legal, finance, and strategy through execution. - Build and manage a robust and reliable pipeline and help define best practices that will be the foundation for the NZ sales team. Who you are We're looking for people who meet the minimum requirements for this role. The preferred qualifications are great to have, but are not mandatory. Minimum qualifications: - You are a skilled seller, 3+ years of experience, hungry to achieve new business growth through exceptional communication and rapport-building skills over the phone and in person. - You have proven success in tech sales, which will be invaluable in driving the expansion of our market share. - You thrive on independence and are always eager to take the initiative. Your commitment to delivering results shines through in everything you do. - You are collaborative, you thrive working closely with various teams and customers to deliver world-class solutions. - You're a strong communicator, you can speak to anyone, have exceptional communication skills, and are comfortable conversing with people from all walks of life, including tech experts. - You simplify complexity, your solution-selling skills are second to none. You enjoy working with unique use cases and providing a tailored approach. You're all about success; you take full responsibility for achieving those crucial outcomes, hitting KPIs, and reaching revenue targets. You know how to get the job done with a track record of carrying quotas and selling solutions. Winning is your game; you focus on the nitty-gritty details when crafting winning proposals and brainstorming creative solutions. Applicant Safety Policy: Fraud and Third-Party Recruiters To protect you from recruitment scams, please be aware that Airwallex will not ask for bank details, sensitive ID numbers (i.e. passport), or any form of payment during the application or interview process. All official communication will come from an @airwallex.com email address. Please apply only through careers.airwallex.com or our official LinkedIn page. Airwallex does not accept unsolicited resumes from search firms/recruiters. Airwallex will not pay any fees to search firms/recruiters if a candidate is submitted by a search firm/recruiter unless an agreement has been entered into with respect to specific open position(s). Search firms/recruiters submitting resumes to Airwallex on an unsolicited basis shall be deemed to accept this condition, regardless of any other provision to the contrary. Equal opportunity Airwallex is proud to be an equal opportunity employer. We value diversity and anyone seeking employment at Airwallex is considered based on merit, qualifications, competence and talent. We don't regard color, religion, race, national origin, sexual orientation, ancestry, citizenship, sex, marital or family status, disability, gender, or any other legally protected status when making our hiring decisions. If you have a disability or special need that requires accommodation, please let us know. #BI-Hybrid

• Drive new business pipeline and closed revenue through joint selling with Microsoft account teams. • Identify and pursue co-sell eligible opportunities across Retail/CPG, Manufacturing, and Energy. • Expand Tiger’s presence within existing enterprise accounts by building strong relationships with Microsoft account teams, industry advisors/execs and aligning capabilities to Microsoft’s industry & customer priorities. • Own quarterly revenue targets tied to Microsoft-sourced and Microsoft-influenced pipeline. • Partner with industry and delivery leaders to shape proposals and customer-ready materials. • Build trusted relationships with Microsoft field sellers, industry leaders, and partner teams. • Drive top-of-mind awareness of Tiger’s capabilities across Microsoft’s industry teams. • Participate in Microsoft account planning cycles and industry councils. • Ensure Tiger is represented in Microsoft’s internal deal orchestration motions. • Map Tiger’s industry capabilities to Microsoft’s industry priorities and solution plays. • Develop joint value propositions and co-sell plays tailored to target industries. • Partner with marketing to build co-branded assets and event strategies. • Identify gaps in Tiger’s offerings and collaborate to shape new accelerators. • Leverage Microsoft partner programs and incentives to build and accelerate the pipeline. • Ensure opportunities are properly registered and progressed through the Microsoft partner portal. • Track and report on pipeline, revenue influence, and field engagement metrics. • Drive alignment with Microsoft’s FY priorities and scorecards.

• Define and execute sales plans for your assigned territory • Convey value prop and product differentiators to prospects and customers • Forecast, meet, and exceed quota • Through a combination of inbound and outbound leads, develop and manage leads funnel • Manage business and track opportunities through CRM and other supporting tools • Collaborate on and improve all aspects of the sales cycle, including product, support, and sales engineering • Understand the competitive market, being familiar with competing companies and their offerings