Lead and scale enterprise sales across strategic accounts by transforming to an enterprise account management model. Drive expansion within existing customers, enforce account planning and QBRs, own pipeline health and forecasting, lead deal strategy and pricing, manage and develop enterprise AE team, and align cross-functionally with Services, Solution Architects, and Marketing to increase wallet share and services adoption.
Job Summary & ResponsibilitiesOverview
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.
Key ResponsibilitiesEnterprise 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
- 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
- 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
- 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
- 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
- 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
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