VP of Sales, Enterprise

Overview

The VP of Sales, Enterprise is responsible for leading and scaling Pomeroy’s enterprise business across a defined set of strategic accounts. This leader will drive profitable growth through deep account management, portfolio expansion, and disciplined execution across a complex, services-led offering. This is a transform-the-engine role
—shifting from transactional account coverage to a true enterprise account management model that expands relationships, increases share of wallet, and drives long-term value across the full portfolio.

• Enterprise Revenue Leadership
  • Own performance across a portfolio of large, complex enterprise accounts
  • Drive growth through expansion within existing customers, increasing share of wallet across services and solutions
  • Lead the shift toward full portfolio adoption, including Managed Services, ACS, Smart Desk, and Professional Services
  • Ensure consistent pipeline health with 3–4x coverage to support predictability
• Account Management Transformation
  • Build and enforce a true enterprise account management strategy:
    • Deep and wide relationship mapping
    • Executive engagement and alignment
    • Structured account planning and QBRs
  • Move the team from reactive selling to proactive, strategic account ownership
  • Drive a "protect and grow" model across all key accounts
• Team Leadership & Performance
  • Lead a team of enterprise account executives, with full accountability for performance, development, and hiring
  • Elevate execution through:
    • Sales methodology adoption
    • Deal qualification rigor
    • Pipeline discipline and forecasting accuracy
  • Conduct 90‑day performance assessments and upgrade talent as needed
  • Set a high bar for ownership, accountability, and consistency
• Deal Leadership & Commercial Ownership
  • Personally engage in strategic accounts and high‑value deals
  • Lead deal strategy, pricing, and solution shaping to maximize long‑term value and margin
  • Ensure strong qualification, competitive positioning, and deal progression
• Cross‑Functional Alignment
  • Partner closely with Services leadership to improve alignment and expand services‑led growth
  • Work effectively within a shared Solution Architect model to build differentiated solutions
  • Collaborate with Marketing on ABM, executive engagement, and targeted expansion plays
• Go‑To‑Market Execution
  • Lead a horizontal enterprise coverage model across industries
  • Drive strategic account planning discipline across the team
  • Partner with vendors and internal stakeholders to expand within existing accounts
  • Improve pipeline generation and deal velocity through structured GTM execution

• A fully implemented enterprise account management model across all key accounts
• Measurable expansion of services and full portfolio adoption within the existing base
• Strong pipeline coverage (3–4x) with improved deal quality and progression
• Higher win rates, increased deal sizes, and better forecast accuracy
• Tight alignment across Sales, Services, and Marketing

• Bachelor's degree required.
• 10-15+ years of proven sales leadership experience in enterprise sales within IT services and solutions
• Track record managing complex, Fortune 500‑level accounts
• Demonstrated success in:
  • Expanding existing enterprise relationships
  • Selling multi-solution, services‑led offerings
  • Leading large, complex deal cycles

• Operator mindset—methodical, disciplined, and deeply engaged in the business
• Hands‑on leader who sets the tone for execution, accountability, and rigor
• Strong commercial acumen with expertise in deal shaping and pricing strategy
• Ability to build credibility with both customers and internal stakeholders

• Experience building or transforming enterprise sales teams
• Proven ability to drive account expansion and portfolio growth
• Deep understanding of complex enterprise sales motions
• Strong executive presence with experience engaging Fortune 500 stakeholders

Relentless focus on pipeline discipline, forecast accuracy, and deal quality.