Enterprise Account Manager
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
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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.
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Builds and maintains trusted, senior-level relationships with key customer stakeholders, gaining a deep understanding of customer environments, business priorities, and procurement models.
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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.
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Engages channel and alliance partners to improve win rates, optimize delivery, and ensure successful execution of enterprise print strategies.
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Consistently meets or exceeds assigned revenue, margin, and growth targets across hardware, supplies, services, and contractual print offerings.
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Leverages industry and market knowledge to identify new opportunities within existing accounts, including fleet transformation, managed print services (MPS), digital workflow, and lifecycle services.
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Owns resolution of complex customer issues by coordinating cross-functional resources and driving timely, effective outcomes that protect customer satisfaction and long-term relationships.
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Analyzes account performance, pipeline health, and key performance indicators to identify risks and opportunities, delivering actionable insights to customers and internal stakeholders.
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Leads contract renewals, pricing negotiations, and commercial discussions to secure extensions and expansions while balancing customer value and HP business objectives.
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Provides coaching, guidance, and informal mentorship to junior account managers, supporting capability development and best-practice sharing across the team.
Education & Experience Recommended
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Four-year or graduate degree in Sales, Marketing, Business Administration, or a related discipline, or equivalent professional experience.
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Typically 7–10 years of experience in enterprise account management, customer relationship management, or complex B2B sales roles.
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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
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Impacts enterprise customer relationships and revenue outcomes.
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Leads and provides expertise to cross-functional teams and contributes to broader sales and category initiatives.
Complexity
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Works on complex enterprise-level challenges requiring in-depth analys