Enterprise Account Manager

Hewlett Packard Enterprise; Massachusetts; On-site; USD 211,000 - 312,000; Full time

Benefits offered by this job

Health insurance

Dental insurance

Vision insurance

Disability insurance

Employee assistance program

Flexible spending account

Life insurance

Generous paid time off

13 paid holidays

Travel opportunities

Job summary

Hewlett Packard Enterprise seeks an Enterprise Account Manager to drive strategic growth across assigned enterprise customers by developing and executing comprehensive account strategies focused on HP's print hardware, solutions, services, and contractual offerings.

This role builds executive-level relationships, leads complex deal pursuits, and delivers sustained revenue and margin growth by aligning customer objectives with HP's print portfolio.

Qualifications

• Four-year or graduate degree in Sales, Marketing, Business Administration, or related discipline.
• Typically 7–10 years of experience in enterprise account management or related B2B sales roles.
• Experience selling enterprise print, hardware, services, or technology solutions into large environments preferred.
• Strong executive-level relationship building and strategic account leadership.

Responsibilities

• Develops and executes strategic enterprise account plans that expand HP's print footprint and drive long-term value.
• Builds trusted senior-level relationships with key stakeholders and understands customer environments and procurement models.
• Leads complex enterprise deal cycles with cross-functional teams to deliver customer-aligned solutions.
• Engages partners to improve win rates and ensure successful strategy execution.
• Leads contract renewals, pricing negotiations, and commercial discussions to balance value and HP objectives.
• Provides coaching and mentorship to junior account managers.

Skills

Enterprise Account Management

Strategic Account Planning

Business Development

B2B Sales

Contract Management

Pricing Negotiation

CRM (Salesforce)

Sales Forecasting

Cross-Selling

Value Proposition

Market Analysis

Education

Bachelor's degree or higher in Business/Marketing/Sales

Tools

Salesforce

Job description

Job Summary

Enterprise Account Manager Description - Enterprise Account Manager Job Summary The Enterprise Account Manage is responsible for driving strategic growth across assigned enterprise customers by developing and executing comprehensive account strategies focused on HP's print hardware, solutions, services, and contractual offerings. This role builds executive-level relationships, leads complex deal pursuits, and delivers sustained revenue and margin growth by aligning customer business objectives with HP's print portfolio. The Account Manager leverages data-driven insights, industry expertise, and cross-functional collaboration to expand share of wallet, strengthen long-term partnerships, and ensure exceptional customer outcomes.

Responsibilities

• 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.

Education & Experience

• Recommended 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
• Impact & Scope

Disclaimer

This job description describes the general nature and level of work performed in this role. It is not intended to be an exhaustive list of all duties, responsibilities, or qualifications. Responsibilities and requirements may change based on business needs, and additional duties may be assigned as required.

Salary

Salary: The on-target earnings (OTE) range for this role is $211,000 to $312,400 USD annually with a 60%/40% (salary/incentive) mix. There are additional opportunities for pay in the form of bonuses and/or equity (applies to US candidates only). Pay varies by work location, job-related knowledge, skills, and experience.

Benefits & Compensation

• 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 (US benefits overview)
• Travel - 50%
• Relocation - Not Specified
• Job - Sales Schedule - Full time Shift - No shift premium (United States of America)

Equal Opportunity Statement

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"

Company Culture

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