Agentic Workplace Specialist SADA

\u003cp\u003e\u003cspan style=\"color:#000000\"\u003e\u003cb\u003eRequisition Number: 104433\u00a0\u003c/b\u003e\u003c/span\u003e\u003c/p\u003e\u003cdiv style=\"border-top: black 1.0pt; border-bottom: black 1.0pt; border-style: none; padding: 0in 31.0pt 0in 31.0pt;\"\u003e\u003cp style=\"text-align: justify; border: none; padding: 0in; margin: 0in; line-height: 115%; font-size: 11pt; font-family: Arial, sans-serif;\"\u003e\u003cspan style=\"font-size: 10.0pt; line-height: 115%;\"\u003eA Workspace Specialist works as part of the field teams to drive focus on the Workspace sales and penetration of all customer segmentations:\u00a0 SLED, Select, Enterprise Corporate, and SMB Accounts. The focus for the role is to accelerate Workspace revenue growth by engaging with customers, drive pipeline creation, pipeline velocity, and successfully manage opportunities through an overlay model to support our account executive organization\u003c/span\u003e\u003cspan style=\"font-size: 10.0pt; line-height: 115%; font-family: Roboto;\"\u003e.\u003c/span\u003e\u003c/p\u003e\u003c/div\u003e\u003cdiv style=\"border-top: black 1.0pt; border-bottom: black 1.0pt; border-style: none; padding: 0in 0in 0in 0in;\"\u003e\u003cp style=\"text-align: justify; border-top: none; border-right: none; border-left: none; border-image: initial; padding: 0in; border-bottom: 0in none black; margin: 0in; line-height: 115%; font-size: 11pt; font-family: Arial, sans-serif;\"\u003e\u00a0\u003c/p\u003e\u003cp style=\"text-align: justify; border-top: none; border-right: none; border-left: none; border-image: initial; padding: 0in; border-bottom: 0in none black; margin: 0in; line-height: 115%; font-size: 11pt; font-family: Arial, sans-serif;\"\u003e\u003cspan style=\"font-size: 10.0pt; line-height: 115%;\"\u003eThis document describes the \u003c/span\u003e\u003ca href=\"https://docs.google.com/document/u/0/d/1F0SlHPEVtgnbUeeNp2osJC8hAGE5PPPpbUTVqibrFsA/edit\"\u003e\u003cspan style=\"font-size: 10.0pt; line-height: 115%; color: #1155cc;\"\u003eexpectations\u003c/span\u003e\u003c/a\u003e\u003cspan style=\"font-size: 10.0pt; line-height: 115%;\"\u003e for the Workspace Specialists.\u003c/span\u003e\u003c/p\u003e\u003cp style=\"text-align: justify; border: none; padding: 0in; margin: 0in; line-height: 115%; font-size: 11pt; font-family: Arial, sans-serif;\"\u003e\u00a0\u003c/p\u003e\u003c/div\u003e\u003cdiv style=\"border-top: black 1.0pt; border-bottom: black 1.0pt; border-style: none; padding: 0in 0in 0in 0in; margin-left: .25in; margin-right: 0in;\"\u003e\u003cul style=\"margin-bottom: 0in; margin-top: 0px;\"\u003e\u003cli style=\"text-align: justify; padding: 0in; border-bottom-width: 0in; border-bottom-color: black; margin: 0in 0in 0in 0px; line-height: 115%; font-size: 11pt; font-family: Arial, sans-serif;\"\u003e\u003cspan style=\"font-size: 10.0pt; line-height: 115%;\"\u003eAccountable for\u003cstrong\u003e working with the account executive sales teams to \u003c/strong\u003earchitect a win strategy for Workspace, \u003cstrong\u003eachieve revenue and quota targets, co-drive/lead the sales cycle \u003c/strong\u003ewithin assigned territory, including playing a key role in advancing the Sales Process and driving quarter over quarter growth.\u003c/span\u003e\u003c/li\u003e\u003cli style=\"text-align: justify; padding: 0in; border-bottom-width: 0in; border-bottom-color: black; margin: 0in 0in 0in 0px; line-height: 115%; font-size: 11pt; font-family: Arial, sans-serif;\"\u003e\u003cspan style=\"font-size: 10.0pt; line-height: 115%;\"\u003eIdentifies growth opportunities in the market, builds territory strategy plans and executes effectively.\u003c/span\u003e\u003c/li\u003e\u003cli style=\"text-align: justify; padding: 0in; border-bottom-width: 0in; border-bottom-color: black; margin: 0in 0in 0in 0px; line-height: 115%; font-size: 11pt; font-family: Arial, sans-serif;\"\u003e\u003cspan style=\"font-size: 10.0pt; line-height: 115%;\"\u003eActively \u003cstrong\u003egenerates pipeline and opportunities \u003c/strong\u003ewithin both new and existing customers.\u00a0 New equates to new to SADA, not just net new to Google.\u003c/span\u003e\u003c/li\u003e\u003cli style=\"text-align: justify; padding: 0in; border-bottom-width: 0in; border-bottom-color: black; margin: 0in 0in 0in 0px; line-height: 115%; font-size: 11pt; font-family: Arial, sans-serif;\"\u003e\u003cstrong\u003e\u003cspan style=\"font-size: 10.0pt; line-height: 115%;\"\u003eIncrease customer spend and replace competitive solutions\u003c/span\u003e\u003c/strong\u003e\u003cspan style=\"font-size: 10.0pt; line-height: 115%;\"\u003e by providing an outstanding customer experience to our customers (QBRs for existing SADA customers, roadmap sessions \u0026amp; EBCs, executive mapping and external Google advocacy).\u003c/span\u003e\u003c/li\u003e\u003cli style=\"text-align: justify; padding: 0in; margin: 0in 0in 0in 0px; line-height: 115%; font-size: 11pt; font-family: Arial, sans-serif;\"\u003e\u003cstrong\u003e\u003cspan style=\"font-size: 10.0pt; line-height: 115%;\"\u003eProvides strategic input \u003c/span\u003e\u003c/strong\u003e\u003cspan style=\"font-size: 10.0pt; line-height: 115%;\"\u003eto internal and external stakeholders \u003c/span\u003e\u003c/li\u003e\u003c/ul\u003e\u003c/div\u003e\u003cdiv style=\"border-top: black 1.0pt; border-bottom: black 1.0pt; border-style: none; padding: 0in 0in 0in 0in; margin-left: .75in; margin-right: 0in;\"\u003e\u003cul style=\"margin-bottom: 0in; margin-top: 0px;\"\u003e\u003cli style=\"list-style: none; text-align: justify; padding: 0in; border-bottom-width: 0in; border-bottom-color: black; margin: 0in 0in 0in 0px; line-height: 115%; font-size: 11pt; font-family: Arial, sans-serif;\"\u003e\u003cul style=\"margin-bottom: 0in; margin-top: 0px;\"\u003e\u003cli style=\"text-align: justify; padding: 0in; border-bottom-width: 0in; border-bottom-color: black; margin: 0in 0in 0in 0px; line-height: 115%; font-size: 11pt; font-family: Arial, sans-serif;\"\u003e\u003cspan style=\"font-size: 10.0pt; line-height: 115%;\"\u003eTechnical solutions based on understanding of product, customer and industry.\u003c/span\u003e\u003c/li\u003e\u003cli style=\"text-align: justify; padding: 0in; border-bottom-width: 0in; border-bottom-color: black; margin: 0in 0in 0in 0px; line-height: 115%; font-size: 11pt; font-family: Arial, sans-serif;\"\u003e\u003cspan style=\"font-size: 10.0pt; line-height: 115%;\"\u003eIncludes working with regional sales leadership, Sales Engineering team, \u003c/span\u003e\u003ca href=\"https://docs.google.com/presentation/u/0/d/1dkrgOha_Vt8wUD9iMiAUe6_ZwMC-z96CdQ2nr0aUOwY/edit?resourcekey=0-yKOlq8-rfpHm_CSu46CL2A\"\u003e\u003cspan style=\"font-size: 10.0pt; line-height: 115%; color: #1155cc;\"\u003eGoogle\u003c/span\u003e\u003c/a\u003e\u003ca href=\"https://docs.google.com/presentation/u/0/d/1dkrgOha_Vt8wUD9iMiAUe6_ZwMC-z96CdQ2nr0aUOwY/edit?resourcekey=0-yKOlq8-rfpHm_CSu46CL2A\"\u003e\u003cspan style=\"font-size: 10.0pt; line-height: 115%; color: #1155cc;\"\u003e teams\u003c/span\u003e\u003c/a\u003e\u003cspan style=\"font-size: 10.0pt; line-height: 115%;\"\u003e, and ISV partners to advance and close deals. \u003c/span\u003e\u003c/li\u003e\u003cli style=\"text-align: justify; padding: 0in; margin: 0in 0in 0in 0px; line-height: 115%; font-size: 11pt; font-family: Arial, sans-serif;\"\u003e\u003cspan style=\"font-size: 10.0pt; line-height: 115%;\"\u003eAccountable for \u003cstrong\u003eaccurate opportunity and forecast data \u003c/strong\u003ein NetSuite for all Workspace deals in the allocated territory.\u003c/span\u003e\u003c/li\u003e\u003c/ul\u003e\u003c/li\u003e\u003c/ul\u003e\u003c/div\u003e\u003cul style=\"margin-bottom: 0in; margin-top: 0px;\"\u003e\u003cli style=\"margin: 0in 0in 0in 0px; line-height: 115%; font-size: 11pt; font-family: Arial, sans-serif;\"\u003e\u003cspan style=\"font-size: 10.0pt; line-height: 115%;\"\u003eActs as the SME for the field sales organization, shares best practices and improves the knowledge and product skills of Field teams.\u003c/span\u003e\u003c/li\u003e\u003cli style=\"margin: 0in 0in 0in 0px; line-height: 115%; font-size: 11pt; font-family: Arial, sans-serif;\"\u003e\u003cspan style=\"font-size: 10.0pt; line-height: 115%;\"\u003eReps are focused on reducing churn, increasing adoption, and driving upsell and x-sell wins\u003c/span\u003e\u003c/li\u003e\u003c/ul\u003e\u003cp style=\"text-align: justify; border-top: none; border-right: none; border-left: none; border-image: initial; padding: 0in; border-bottom: 0in none black; margin: 0in; line-height: 115%; font-size: 11pt; font-family: Arial, sans-serif;\"\u003e\u00a0\u003c/p\u003e\u003cp style=\"text-align: justify; border-top: none; border-right: none; border-left: none; border-image: initial; padding: 0in; border-bottom: 0in none black; margin: 0in; line-height: 115%; font-size: 11pt; font-family: Arial, sans-serif;\"\u003e\u003cspan style=\"font-size: 10.0pt; line-height: 115%;\"\u003eWhile the specifics vary by level, Specialists are evaluated by similar criteria across the board: knowledge \u0026amp; experience and complexity and scope.\u00a0 There are multiple paths to the next level.\u00a0 For example, one Specialist might demonstrate stronger leadership; whereas, another may tackle more difficult problems.\u00a0 However, it is rare at the higher levels that these roles are one-dimensional.\u00a0 Some evidence of meeting all criteria is often required, it\u2019s just the mix that\u2019s different.\u003c/span\u003e\u003c/p\u003e\u003cp style=\"text-align: justify; border-right: none; border-left: none; border-image: initial; padding: 0in; border-top: 1pt none black; border-bottom: 1pt none black; margin: 0in; line-height: 115%; font-size: 11pt; font-family: Arial, sans-serif;\"\u003e\u00a0\u003c/p\u003e\u003cp style=\"line-height: normal; margin: 0in; font-size: 11pt; font-family: Arial, sans-serif;\"\u003e\u003cstrong\u003e\u003cspan style=\"font-size: 10.0pt;\"\u003eFor 2022 performance attribution\u003c/span\u003e\u003c/strong\u003e\u003c/p\u003e\u003cp style=\"line-height: normal; margin: 0in; font-size: 11pt; font-family: Arial, sans-serif;\"\u003e\u003cstrong\u003e\u003cspan style=\"font-size: 10.0pt;\"\u003e\u00a0\u003c/span\u003e\u003c/strong\u003e\u003c/p\u003e\u003cul style=\"margin-bottom: 0in; margin-top: 0px;\"\u003e\u003cli style=\"margin: 0in 0in 0in 0px; line-height: 115%; font-size: 11pt; font-family: Arial, sans-serif;\"\u003e\u003cstrong\u003e\u003cspan style=\"font-size: 10.0pt; line-height: 115%;\"\u003ePrimary Metrics\u003c/span\u003e\u003c/strong\u003e\u003cul style=\"margin-bottom: 0in; margin-top: 0px;\"\u003e\u003cli style=\"margin: 0in 0in 0in 0px; line-height: 115%; font-size: 11pt; font-family: Arial, sans-serif;\"\u003e\u003cspan style=\"font-size: 10.0pt; line-height: 115%;\"\u003eQuota Attainment (Yearly Quota and quarterly progression against annual SADA and Google targets)\u003c/span\u003e\u003c/li\u003e\u003cli style=\"margin: 0in 0in 0in 0px; line-height: 115%; font-size: 11pt; font-family: Arial, sans-serif;\"\u003e\u003cspan style=\"font-size: 10.0pt; line-height: 115%;\"\u003ePipeline Created (Total Pipeline Net New and Incremental that goes to Stage 1+ during the period)\u003c/span\u003e\u003c/li\u003e\u003cli style=\"margin: 0in 0in 0in 0px; line-height: 115%; font-size: 11pt; font-family: Arial, sans-serif;\"\u003e\u003cspan style=\"font-size: 10.0pt; line-height: 115%;\"\u003eNew logos, strategic renewals and large expansions closed during the period across all client segmentations.\u003c/span\u003e\u003c/li\u003e\u003cli style=\"margin: 0in 0in 0in 0px; line-height: 115%; font-size: 11pt; font-family: Arial, sans-serif;\"\u003e\u003cspan style=\"font-size: 10.0pt; line-height: 115%;\"\u003eWorkspace activation and key revenue drivers $1m+ deals for Enterprise roles\u003c/span\u003e\u003c/li\u003e\u003c/ul\u003e\u003c/li\u003e\u003c/ul\u003e\u003cp style=\"margin: 0in 0in 0in 1in; line-height: 115%; font-size: 11pt; font-family: Arial, sans-serif;\"\u003e\u00a0\u003c/p\u003e\u003cdiv style=\"border-top: black 1.0pt; border-bottom: black 1.0pt; border-style: none; padding: 0in 0in 0in 0in;\"\u003e\u003cp style=\"text-align: justify; border-top: none; border-right: none; border-left: none; border-image: initial; padding: 0in; border-bottom: 0in none black; margin: 0in; line-height: 115%; font-size: 11pt; font-family: Arial, sans-serif;\"\u003e\u003cstrong\u003e\u003cspan style=\"font-size: 16.0pt; line-height: 115%;\"\u003eRole expectations criteria\u003c/span\u003e\u003c/strong\u003e\u003c/p\u003e\u003cp style=\"border: none; padding: 0in; margin: 0in; line-height: 115%; font-size: 11pt; font-family: Arial, sans-serif;\"\u003e\u003cspan style=\"font-size: 10.0pt; line-height: 115%;\"\u003eThe text below describes what \u003cstrong\u003egood looks like for a ramped Workspace Specialist at each level\u003c/strong\u003e.\u00a0 The criteria is segmented by the following categories:\u003c/span\u003e\u003c/p\u003e\u003c/div\u003e\u003cdiv style=\"border-top: black 1.0pt; border-bottom: black 1.0pt; border-style: none; padding: 0in 0in 0in 0in; margin-left: .25in; margin-right: 0in;\"\u003e\u003cul style=\"margin-bottom: 0in; margin-top: 0px;\"\u003e\u003cli style=\"padding: 0in; border-bottom-width: 0in; border-bottom-color: black; margin: 0in 0in 0in 0px; line-height: 115%; font-size: 11pt; font-family: Arial, sans-serif;\"\u003e\u003cstrong\u003e\u003cspan style=\"font-size: 10.0pt; line-height: 115%;\"\u003eKnowledge \u0026amp; Experience:\u003c/span\u003e\u003c/strong\u003e\u003cspan style=\"font-size: 10.0pt; line-height: 115%;\"\u003e \u003cspan style=\"background-color: white;\"\u003eDepth and breadth of domain product knowledge; knowledge of SADA specific professional services offerings applicable to Workspace, and ways of working; and experience to do the job\u003c/span\u003e\u003c/span\u003e\u003c/li\u003e\u003cli style=\"padding: 0in; border-bottom-width: 0in; border-bottom-color: black; margin: 0in 0in 0in 0px; line-height: 115%; font-size: 11pt; font-family: Arial, sans-serif;\"\u003e\u003cstrong\u003e\u003cspan style=\"font-size: 10.0pt; line-height: 115%;\"\u003eComplexity \u0026amp; Scope:\u003c/span\u003e\u003c/strong\u003e\u003cspan style=\"font-size: 10.0pt; line-height: 115%;\"\u003e Overall scope of role; scale of work/projects for which the job is accountable; type of problems and the manner in which problems are addressed in job; key stakeholders; degree of guidance received or provided to others\u003c/span\u003e\u003c/li\u003e\u003cli style=\"padding: 0in; margin: 0in 0in 0in 0px; line-height: 115%; font-size: 11pt; font-family: Arial, sans-serif;\"\u003e\u003cstrong\u003e\u003cspan style=\"font-size: 10.0pt; line-height: 115%;\"\u003eSuccess Metrics:\u003c/span\u003e\u003c/strong\u003e\u003cspan style=\"font-size: 10.0pt; line-height: 115%;\"\u003e Core metrics used to evaluate success in role - e.g. quota attainment, logos acquired, size/complexity of the deals, Google relationship management\u003c/span\u003e\u003c/li\u003e\u003c/ul\u003e\u003c/div\u003e\u003cp\u003e\u003cspan style=\"color:#000000\"\u003eThe position described above provides a summary of some the job duties required and what it would be like to work at Insight. For a comprehensive list of physical demands and work environment for this position, \u003c/span\u003e\u003ca href=\"https://www.insight.com/en_US/help/physical-demands-remote.html\"\u003e\u003cspan style=\"color:#000000\"\u003eclick here\u003c/span\u003e\u003c/a\u003e\u003cspan style=\"color:#000000\"\u003e.\u003c/span\u003e\u003c/p\u003e\u003cp\u003e\u003cspan style=\"color:#000000\"\u003e\u003cspan style=\"font-size:12.0px\"\u003eInsight 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.\u003c/span\u003e\u003c/span\u003e\u003c/p\u003e\u003cp\u003e\u00a0\u003c/p\u003e\u003cp\u003e\u00a0\u003c/p\u003e\u003cp align=\"center\"\u003e\u003cspan style=\"color:#000000\"\u003ePosting Notes:\u00a0Chandler\u00a0||\u00a0Arizona (US-AZ)\u00a0||\u00a0United States (US)\u00a0||\u00a0Sales/Business Development\u00a0|| None\u00a0||\u00a0US - Chandler,AZ\u00a0||\u003c/span\u003e\u003c/p\u003e