• Serve as primary point of contact for a portfolio of Tier 1 and Tier 2 accounts • Develop and execute account plans that drive retention and identify upsell opportunities • Partner with the vCIO/TAM to prepare and deliver quarterly business reviews (QBRs) for strategic accounts • Proactively monitor account health indicators including support volume, contract dates, and relationship signals • Own renewal conversations and negotiate contract expansions within approval thresholds • Escalate technical issues appropriately and follow through to resolution • Maintain accurate CRM records, activity logs, and account health scores in HubSpot • Surface upsell and cross-sell opportunities and coordinate with Sales and the vCIO on larger opportunities • Mentor Account Managers and provide guidance on complex account situations • Represent the client voice internally — bring structured feedback to delivery, product, and leadership

• Driving information security, third-party risk, and privacy outcomes is a team sport. • Build multi-year partnership plans that improve customer outcomes and generate partner-sourced and partner-influenced revenue, while applying appropriate independence and conflict-of-interest safeguards for each partner type. • Drive alliance operational rigor and business review governance with Sprinto and partner senior leaders to ensure accountability against shared commercial targets. • Ensure accountability against agreed partnership outcomes. • Lead cross-functional engagement across Sprinto's sales, customer experience, and product teams to expand partner-driven pipeline and deliver consistent partner-led customer outcomes. • Develop and maintain executive-level relationships with Practice Leaders, Managing Directors, and senior practitioners across the delivery partner ecosystem. • Establish and govern joint go-to-market initiatives, enablement programs, and co-marketing plans with delivery partners, ensuring clear milestones, progress tracking, and executive sponsorship. • Manage commercial and operational alignment between Sprinto's internal teams and delivery partners to resolve conflicts, accelerate deal velocity, and drive new logo and revenue growth. • Identify and develop new use cases and joint solutions with key delivery partners that expand Sprinto's addressable market across compliance frameworks and customer segments. • Build and maintain a coverage-mapped portfolio of delivery partners across all major compliance verticals and customer segments.

Role Description As a Account Principal within the Google Solution Line (GSL) at Insight, you are a seasoned delivery leader and a key member of our Industry and Delivery Leadership team. You possess a proven track record of leading transformational programs, driving customer value, and accelerating high-margin services growth. Your mission is to move Insight from a vendor to a strategic consulting partner. Key responsibilities include: - Delivery Leadership & Governance: - Act as the "delivery CEO" of your designated accounts, collaborating with PMO leads (COO/CFO) and Enterprise Architects (CTO). - Own the professional services narrative, ensuring delivery excellence across $1M+ (USD) contracts. - Manage matrixed structures to ensure the right mix of onshore, offshore, senior, and junior resources to deliver value while protecting project margins. - Lead delivery of strategic business reviews and executive steering committee meetings. - Strategic Planning & Growth: - Maintain customer strategic roadmaps that transition accounts from transactional procurement to high-value consulting partnerships. - Identify and drive cross-solution opportunities across the entire Insight portfolio, including ServiceNow, Microsoft, and AI-driven data strategies, led by your GCP engagement. - Partner with sales leadership to grow customer relationships from a profitability and long-term sustainability standpoint. - Develop deep domain/industry expertise to act as a primary business advisor to the C-Suite. - Commercial & Operational Excellence: - Manage multi-party commercials, including Long-Term Services Agreements (LTSAs) and Google PSO (subcontracting) engagements. - Drive delivery outcomes while maintaining strict oversight of budget burn rates, resource allocations, and account profitability. - Own delivery risk mitigation and handle executive-level escalations with poise. - Coach and mentor Account Principals and Senior Consultants on the team to build a high-performing delivery culture. Qualifications - Experience: 15–20 years of industry experience, typically including time as a former services delivery lead, or career strategic consultant. - Leadership Focus: At least 10 years in client/account management or leading large-scale digital transformation programs. - Technical Domain: Demonstrated experience leading teams in major implementations or migrations on cloud hyperscalers, with Google Cloud preferred. - Commercial Mastery: Proven ability to navigate complex contracting models and drive services sales from plan to implementation. - Influencing: Expert ability to communicate and influence at the C-Suite and Executive level. - Financial Acumen: Strong understanding of professional services operational metrics, including utilization and margin protection. - Travel: Ability to travel up to 20% to customer sites and conferences as required. Benefits - Comprehensive care for you and your family. - Opportunities to engage with your local community. - Core values of Hunger, Heart, and Harmony guiding the workplace culture.

Role Description As a Account Principal, Work Transformation you are a seasoned delivery leader and a key member of our Industry and Delivery Leadership team. You possess a proven track record of leading transformational programs, driving customer value, and accelerating high-margin services growth. Along the way, you will get to: - Act as the "delivery CEO" of your designated accounts, collaborating with PMO leads (COO/CFO) and Enterprise Architects (CTO). - Own the professional services narrative, ensuring delivery excellence across $1M+ (USD) contracts. - Manage matrixed structures to ensure the right mix of onshore, offshore, senior, and junior resources to deliver value while protecting project margins. - Lead delivery of strategic business reviews and executive steering committee meetings. This opportunity is not just about what you do today but also about where you can go tomorrow. When you bring your hunger, heart, and harmony to Insight, your potential will be met with continuous opportunities to upskill, earn promotions, and elevate your career. Qualifications - 15–20 years of industry experience, typically including time as a former services delivery lead, or career strategic consultant. - At least 10 years in client/account management or leading large-scale digital transformation programs. - Demonstrated experience leading teams in major implementations or migrations of Microsoft Office or Google Workspace. - Proven ability to navigate complex contracting models and drive services sales from plan to implementation. Benefits - Core values of Hunger, Heart, and Harmony guide everything we do. - Support for you and your family to engage with your local community. - Opportunities for continuous upskilling and career advancement.