Requisition Number: 106650
Sr. Manager, Market Development Executives – Modern Infrastructure (West)
Location:
• This is a hybrid opportunity where you will work in our Chandler, AZ location.
Salary: $229,000
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
Now is the time to bring your expertise to Insight. We are not just a tech company; we are a people-first company. We believe that by unlocking the power of people and technology, we can accelerate transformation and achieve extraordinary results. As a Fortune 500 Solutions Integrator with deep expertise in cloud, data, AI, cybersecurity, and intelligent edge, we guide organizations through complex digital decisions.
About the role
Insight is seeking a Manager of Market Development Executives (MDEs) to lead and grow a team of modern infrastructure generalist sales professionals across the West Region. This team focuses on the full infrastructure stack — compute, networking, storage, security, data protection, and cloud — helping clients modernize their environments and optimize IT investments through services-led engagements.
This is a player-coach role. The ideal candidate is not a detached senior leader — they are someone close enough to the daily work of an MDE to remain relatable, credible, and effective as both a mentor and a contributor. You will carry select strategic responsibilities while coaching, developing, and enabling a growing team that is central to Insight's services-led transformation.
A critical dimension of this role is cross-functional orchestration. Today, there are gaps in how account executives, solution architects, senior resources, and MDEs coordinate across the business. This manager will help bridge those gaps — connecting hardware, software, infrastructure, services, solutions, sales, and architecture teams into a cohesive operating model. You will work closely with architecture leadership, services directors, and sales leaders to build repeatable integration processes that ensure alignment as the organization scales.
Note: AI Infrastructure–specialized MDEs are managed separately under the Director. This role is focused exclusively on the modern infrastructure generalist MDE team.
Along the way, you will get to:
Team Leadership & Development
• Lead, coach, and develop a team of modern infrastructure generalist MDEs, with the team expected to grow as the organization scales
• Serve as a player-coach: carry select strategic account or opportunity responsibilities while dedicating the majority of time to enabling and growing the team
• Establish structured onboarding and enablement processes so new MDEs understand available resources, cross-functional roles, and how to engage solution architects and senior resources effectively
• Create a practical resource guide for new teammates that explains who to engage, when, and how when starting on an account — filling a gap that does not currently exist
• Assess and develop team members through substantive dialogue — evaluating communication skills, practical judgment, relationship-building ability, and technical fluency
• Participate directly in MDE hiring interviews to ensure candidates receive a realistic view of the role and are evaluated against actual success requirements
Cross-Functional Orchestration
• Coordinate regularly with architecture leadership, services directors, and other West Region leaders to align resources and improve collaboration across the business
• Build repeatable communication and integration processes across sales, solutions, services, and architecture functions as the organization scales
• Serve as a coordinating link between newly formed teams, ensuring alignment is established proactively rather than reactively after people are assigned to accounts
• Partner with leadership to ensure smooth coordination between generalist and specialized teams where client engagements overlap
Sales Execution & Client Engagement
• Drive growth of Insight's infrastructure services business across the West Region by developing strategic client relationships and aligning to business initiatives
• Support the team in selling the full infrastructure stack — compute, networking, storage, security, data protection, and cloud — with an emphasis on services-led integration rather than product-only transactions
• Help MDEs engage in substantive, multi-domain conversations with clients at the Director through CxO level, ensuring they can discuss topics at least one level deeper than surface familiarity
• Guide the team through the full sales lifecycle from initial engagement through contract negotiation and close
Modern Infrastructure & Market Awareness
• Stay current on infrastructure market dynamics — including rising public cloud costs, hardware refresh cycles, hybrid and private cloud strategies, and evolving data center architectures — and help the team advise clients accordingly
• Maintain a general awareness of how AI and emerging technologies are influencing infrastructure decisions, enabling the team to identify opportunities and engage specialized resources when appropriate
• Support the organization's anticipated growth by preparing the team to absorb increased workloads as board-approved initiatives come online
Be AmbITious: 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.
What we’re looking for
• 7+ years of progressive experience in infrastructure sales, services sales, or overlay/market-development roles within a solutions integrator, VAR, or comparable technology environment
• 2+ years of people leadership or team-lead experience, including coaching, developing, and enabling sales professionals — formal management title not required if demonstrated through player-coach or team-lead responsibilities
• Strong working knowledge of infrastructure technologies across compute, networking, storage, security, data protection, and software-defined data center environments
• Demonstrated ability to orchestrate across multiple business functions — connecting sales, services, solutions, and architecture teams to deliver integrated client outcomes
• Understanding of private, public, and hybrid cloud models and how they factor into modern infrastructure strategies for enterprise clients
• Excellent communication, relationship-building, and interpersonal skills — the ability to work respectfully and productively with varied personalities across all levels of the organization
• Experience participating in or leading structured hiring and candidate evaluation processes
Preferred Qualifications
• Prior experience in an MDE, overlay, or market-development role — providing firsthand understanding of the team's daily work, client interactions, and operating rhythm
• Familiarity with Insight's business, culture, or legacy Solutions organization — or comparable experience at a large-scale solutions integrator that has navigated a product-to-services transformation
• Experience building or scaling a team from the ground up, including establishing processes, onboarding frameworks, and cross-functional coordination in a newly formed or rapidly growing organization
• Knowledge of current market dynamics in cloud economics, including rising public cloud costs, hardware refresh cycles, and the strategic shift toward hybrid and private cloud alternatives
• General awareness of AI infrastructure trends and how they intersect with broader modern infrastructure client conversations
What you can expect
We’re legendary for taking care of you, your family and to help you engage with your local community. We want you to enjoy a full, meaningful life and own your career at Insight. Some of our benefits include:
• Freedom to work from another location—even an international destination—for up to 30 consecutive calendar days per year.
But what really sets us apart are our core values of Hunger, Heart, and Harmony, which guide everything we do, from building relationships with teammates, partners, and clients to making a positive impact in our communities.
Join us today, your ambITious journey starts 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.
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.
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.
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.
Posting Notes: Chandler || Arizona (US-AZ) || United States (US) || Sales/Business Development || None || US - Chandler,AZ ||