Enterprise Account Manager

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.

• 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