Enterprise Account Manager

Job Summary

The Enterprise Account Manager 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.

Preferred Certifications

• None required

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

• Impacts enterprise customer relationships and revenue outcomes.
• Leads and provides expertise to cross-functional teams and contributes to broader sales and category initiatives.

Complexity

• Works on complex enterprise-level challenges requiring in-depth analysis, sound judgment, and coordination across multiple stakeholders and variables.

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:

The on-target earnings (OTE) range for this role is $211,100 to $262,935 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 United
States of America candidates only). Pay varies by work location, job-related
knowledge, skills, and experience.

Benefits:

HP offers a comprehensive benefits package for this position, including:

 * 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
   [https://hpbenefits.ce.alight.com/])

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.