Enterprise Account Manager

Role Overview

• Develops and executes strategic enterprise account plans that expand HP’s print footprint, increase share of wallet, and drive long-term customer value through structured planning and regular business reviews
• Builds and maintains trusted, senior-level relationships with key customer stakeholders, gaining a deep understanding of customer environments, business priorities, and procurement models
• Leads complex enterprise deal cycles, collaborating with internal teams (category, pricing, services, finance, legal, and operations) and external partners to deliver competitive, customer-aligned solutions
• Engages channel and alliance partners to improve win rates, optimize delivery, and ensure successful execution of enterprise print strategies
• Consistently meets or exceeds assigned revenue, margin, and growth targets across hardware, supplies, services, and contractual print offerings
• Leverages industry and market knowledge to identify new opportunities within existing accounts, including fleet transformation, managed print services (MPS), digital workflow, and lifecycle services
• Owns resolution of complex customer issues by coordinating cross-functional resources and driving timely, effective outcomes that protect customer satisfaction and long-term relationships
• Analyzes account performance, pipeline health, and key performance indicators to identify risks and opportunities, delivering actionable insights to customers and internal stakeholders
• Leads contract renewals, pricing negotiations, and commercial discussions to secure extensions and expansions while balancing customer value and HP business objectives
• Provides coaching, guidance, and informal mentorship to junior account managers, supporting capability development and best-practice sharing across the team

Requirements

• Four-year or graduate degree in Sales, Marketing, Business Administration, or a related discipline, or equivalent professional experience
• Typically 7–10 years of experience in enterprise account management, customer relationship management, or complex B2B sales roles
• Experience selling enterprise print, hardware, services, or technology solutions into large commercial or enterprise environments is strongly preferred
• Knowledge & Skills Enterprise Account Management
• Strategic Account Planning
• Business Development & Growth Strategy
• Business-to-Business (B2B) Sales
• Complex Deal & Contract Management
• Pricing & Commercial Negotiation
• Customer Relationship Management (CRM)
• Salesforce
• Sales Pipeline & Forecasting
• Cross-Selling & Upselling
• Value Proposition Development
• Industry & Market Analysis
• Sales Territory Management
• Print & Technology Product Knowledge
• Cross-Organizational Skills
• Effective Communication
• Results Orientation
• Learning Agility
• Digital Fluency
• Customer Centricity

Benefits

• Health insurance
• Dental insurance
• Vision insurance
• Long term/short term disability insurance
• Employee assistance program
• Flexible spending account
• Life insurance
• Generous time off policies, including; 4-12 weeks fully paid parental leave based on tenure
• 13 paid holidays
• Additional flexible paid vacation and sick leave