Global Enterprise Account Manager

HP; Delaware; On-site; USD 195,000 - 243,000; 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

Job summary

HP is seeking an Enterprise Account Manager to drive sales of Personal Systems products, services, and solutions within named enterprise accounts. You will manage a territory, grow HP's footprint, break into new accounts, and accelerate deals while collaborating with teams to solve complex business challenges.

Ideal candidates will have 7–10 years in account management or related sales functions, with strong negotiation, forecasting, and CRM skills.

Qualifications

• Four-year or Graduate Degree in Sales, Marketing, Business Administration or related discipline.
• Typically 7–10 years of work experience in account management or related fields.

Responsibilities

• Develops robust customer relationships and manages a territory of named enterprise accounts.
• Expands HP's footprint, identifies new accounts, and accelerates deals.
• Builds account plans, negotiates terms, and leads strategic reviews with clients.

Skills

Account Management

Sales Strategy

Relationship Building

Negotiation

Forecasting

Sales Process

Pipeline Management

Education

Four-year or Graduate Degree in Sales, Marketing, Business Administration

Tools

Salesforce

Job description

Job Summary

As an Enterprise Account Manager at HP, you will play a pivotal role in driving the sales of HP’s Personal Systems products, services, and solutions. You will be tasked with developing robust customer relationships and independently managing a territory of named enterprise accounts. Your primary responsibilities will include expanding HP's footprint in enterprise accounts, breaking into new accounts, pipeline creation, deal acceleration, and the closure of both new and existing accounts. Success in this role requires the ability to work effectively within a team environment while achieving individual and collective goals. Use expertise to: address various business challenges and suggest solutions, managing diverse and complex problems. Lead teams, guide decision-making, and exercise independent judgment, seeking advice for complex issues.

Description

As an Enterprise Account Manager at HP, you will play a pivotal role in driving the sales of HP’s Personal Systems products, services, and solutions. You will be tasked with developing robust customer relationships and independently managing a territory of named enterprise accounts. Your primary responsibilities will include expanding HP's footprint in enterprise accounts, breaking into new accounts, pipeline creation, deal acceleration, and the closure of both new and existing accounts. Success in this role requires the ability to work effectively within a team environment while achieving individual and collective goals. Use expertise to: address various business challenges and suggest solutions, managing diverse and complex problems. Lead teams, guide decision-making, and exercise independent judgment, seeking advice for complex issues.

Looking for a candidate that is located in the state of VA, MD, DE or PA to cover a specific list of named accounts.

Responsibilities

• Demonstrates an advanced level of subject matter expertise and employs consultative-selling techniques to identify and advance opportunities.
• Coordinates and owns account plans for strategic commercial accounts, focusing on larger deals, portfolio management, and effectively selling the organization’s offerings.
• Identifies complex customer requirements, maps them with the organization’s capabilities, and chooses the most suitable direct/indirect supply chain options.
• Builds strong professional relationships with high-level clients, gains a deep understanding of their unique business needs, and aligns the organization's solutions accordingly.
• Develops and executes sales strategies, territory account plans, and market penetration strategies to drive significant revenue growth and expand market share.
• Analyzes and interprets key performance indicators (KPIs) and market trends to provide strategic insights and recommendations to senior management for optimizing sales performance.
• Engages strategically with partners to improve win rates on selective deals and consistently achieves and manages quarterly, half-yearly, and yearly sales quotas.
• Leads contract negotiations with major clients, overseeing contract terms and renewals with a proactive approach to ensure profitable deals and lasting positive relationships.
• Manages the sales pipeline, enters, and updates opportunities in the pipeline tool, and implements pipeline management practices.
• Conducts regular strategic business reviews with key clients, assessing their long-term goals, gathering feedback, and proactively identifying areas for improvement.

Education & Experience Recommended

• Four-year or Graduate Degree in Sales, Marketing, Business Administration, or any other related discipline or commensurate work experience or demonstrated competence.
• Typically has 7-10 years of work experience, preferably in account management, tele sales, product specialty (computers, printers, servers, storage), or a related field.

Preferred Certifications

• Certified Technology Sales Professional (CTSP)

Knowledge & Skills

• Business Development
• Business To Business
• Cash Handling
• Cash Register
• Cold Calling
• Conflict Resolution
• Customer Relationship Management
• Inside Sales
• Marketing
• Merchandising
• Outside Sales
• Product Knowledge
• Sales Development
• Sales Management
• Sales Process
• Sales Prospecting
• Sales Territory Management
• Salesforce
• Selling Techniques
• Upselling

Cross-Org Skills

• Effective Communication
• Results Orientation
• Learning Agility
• Digital Fluency
• Customer Centricity

Impact & Scope

• Impacts function and leads and/or provides expertise to functional project teams and may participate in cross-functional initiatives.

Complexity

• Works on complex problems where analysis of situations or data requires an in-depth evaluation of multiple factors.

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, skills, responsibilities, knowledge, etc. These may be subject to change and additional functions may be assigned as needed by management.

The on-target earnings (OTE) range for this role is $195,450- $243,450 annually, with a 60/40 (salary/incentive) mix. There are additional opportunities for pay in the form of bonus and/or equity (applies to US candidates only). Pay varies by work location, job-related knowledge, skills, and experience.

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
• 11 paid holidays

The compensation and benefits information is accurate as of the date of this posting. The Company reserves the right to modify this information at any time, with or without notice, subject to applicable law.

Job

Sales

Schedule

Full time

Shift

No shift premium (United States of America)

Travel

Relocation

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"