Commercial Account Manager (AE Small Enterprise)

HP; Glasgow; On-site; GBP 65,000 - 110,000; Full time

Job summary

HP is seeking an Account Executive in the United Kingdom to own key business accounts, develop and execute strategies, and partner with internal teams to deliver value-driven solutions. You will engage C-level and senior IT executives, expanding revenue across the portfolio and guiding customers through adoption of HP services and solutions.

You will lead customer meetings, build consultative relationships, and collaborate with delivery teams to ensure successful outcomes and long-term

Qualifications

• Bachelor’s degree preferred but not required.
• Proven experience in strategic account management and sales.
• Experience leading account teams on local and global scales.

Responsibilities

• Own and execute comprehensive account strategies to achieve growth and client satisfaction.
• Expand Share-of-Wallet (SoW) by identifying opportunities across the portfolio.
• Manage account profitability through strategic planning, pricing discipline and value-based solutions.
• Drive growth with a portfolio-wide focus across hardware, software and services.
• Enhance customer experience by acting as a trusted advisor and proactive support partner.
• Build relationships with senior client stakeholders including business and IT executives.
• Lead regular planning and review meetings to ensure alignment and execution.
• Manage sales pipelines and retain clients through ongoing engagement and collaboration.

Skills

Strategic account leadership

Executive stakeholder management

Outcome-based selling

Cross-functional leadership

Negotiation and deal closing

Digital and remote selling

P&L understanding

Relationship building

Team leadership

Education

Bachelor’s degree preferred

10+ years industry sales experience

Job description

Description

As an Account Executive, you will be the primary account owner of a select group of business accounts. Your main goal is to build strong relationships with clients, understand their needs, and deliver solutions that help them achieve their business objectives. You will lead the development and execution of account strategies, working closely with internal teams, and the full pod team to ensure clients receive the best possible service and support with emphasis on outcome-based sales . You will elevate and lead relationships at C-level and other key Business and IT executives across the full portfolio. You will build and sustain strong, consultative long-term relationships by becoming a key IT / Employee experience transformation partner. You will host customer welcome meetings for smooth handoffs to delivery teams and ongoing contribution to successful adoption of services and solutions.

As an Account Executive, you will be the primary account owner of a select group of business accounts. Your main goal is to build strong relationships with clients, understand their needs, and deliver solutions that help them achieve their business objectives. You will lead the development and execution of account strategies, working closely with internal teams, and the full pod team to ensure clients receive the best possible service and support with emphasis on outcome-based sales . You will elevate and lead relationships at C-level and other key Business and IT executives across the full portfolio. You will build and sustain strong, consultative long-term relationships by becoming a key IT / Employee experience transformation partner. You will host customer welcome meetings for smooth handoffs to delivery teams and ongoing contribution to successful adoption of services and solutions.

Key Responsibilities

• Own and execute comprehensive account strategies to achieve business growth and client satisfaction.
• Expand Share-of-Wallet (SoW): grow revenue within existing Retain and Development Accounts by identifying new opportunities across the full portfolio of products and services. Manage Account-Level Profitability: ensure each account delivers sustainable profitability through strategic planning, pricing discipline, and value-added solutions.
• Drive Growth with a Portfolio-Wide Focus: promote the entire range of offerings—hardware, software, services—to maximize customer value and strengthen long-term partnership Enhance Overall Customer Experience: act as a trusted advisor, delivering proactive support and tailored solutions that improve satisfaction and loyalty.
• Build and maintain strong relationships with senior client stakeholders, including executives in business and IT.
• Identify & Connect customer strategy, key initiatives & HP offering to build outcome-based sales and substantiating business cases aligned to customer key initiatives
• Lead regular planning and review meetings with clients and internal teams to ensure alignment and successful execution of strategies.
• Manage sales pipelines and work to retain clients through excellent service and ongoing engagement. Collaborate with various internal departments to align company resources to client needs.

Education & Experience Recommended

• Bachelor’s degree is preferred but not required.
• Proven experience in strategic account management and sales.
• Demonstrated success in building and maintaining relationships with senior-level clients. Strong organizational and program management skills.
• Experience in direct selling, pipeline management, and end-to-end profit & loss (P&L) management
• 10+ years industry sales experience
• Experience leading account teams on local and global scales

Knowledge & Skills

• Strategic account leadership and the ability to act as the main point of contact for clients.
• Strong collaboration skills and experience leading cross-functional teams.
• Expertise in outcome-based selling and developing compelling value propositions.
• Proficiency in digital and remote selling.
• Ability to manage complex situations and deliver results across a diverse product portfolio.
• Knowledge in P&L (profit-and-loss) and risk management.
• Strong business acumen & executive presence
• Strong Understanding of modern IT services and solutions.
• Ability to develop strong relationships with influencers and decisions makers
• To navigate complex organizations to find expansion opportunities
• To lead meetings with high variety of senior-level stakeholders
• To leverage customer, industry, product and service knowledge to develop long-term growth strategies
• Culture of proactive business development, collaboration, accountability and follow-through with strong negotiation and deal closing skills
• Experience leading account teams on local and global scales

New Technology and AI

• Curiosity and confidence in adopting new technologies, especially AI, to improve sales performance, customer engagement, and productivity.
• Ability to quickly learn and apply digital solutions in daily work, using AI insights to make smarter decisions and deliver personalized client experiences.

About HP

HP creates new possibilities for technology to have a meaningful impact on people, businesses, governments and society. The world’s largest technology company and ranked 10 on the Fortune 500 list for 2012, HP brings together a portfolio that spans printing, personal computing, software, services and IT infrastructure to serve more than 1 billion customers in over 170 countries on six continents. HP invents, engineers, and delivers technology solutions that drive business value, create social value, and improve the lives of our clients.

Please note the above statements describe the general nature and level of work only. They are not a complete list of all required responsibilities, duties and skills. Other duties may be added, or this description amended at any time.

Job

Sales

Schedule

Full time

Shift

No shift premium (United Kingdom)

Equal Opportunity Employer (EEO)

HP, Inc. provides equal employment opportunity to all employees and prospective employees, without regard to race, color, religion, sex, national origin, ancestry, citizenship, sexual orientation, age, disability, or status as a protected veteran, marital status, familial status, physical or mental disability, medical condition, pregnancy, genetic predisposition or carrier status, uniformed service status, political affiliation or any other characteristic protected by applicable national, federal, state, and local law(s).

Please be assured that you will not be subject to any adverse treatment if you choose to disclose the information requested. This information is provided voluntarily. The information obtained will be kept in strict confidence.

For more information, review HP’s EEO Policy or read about your rights as an applicant under the law here: “Know Your Rights: Workplace Discrimination is Illegal"