VP of Sales, Enterprise

Job DescriptionOverviewThe 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 LeadershipOwn performance across a portfolio of large, complex enterprise accountsDrive growth through expansion within existing customers, increasing share of wallet across services and solutionsLead the shift toward full portfolio adoption, including Managed Services, ACS, Smart Desk, and Professional ServicesEnsure consistent pipeline health with 3–4x coverage to support predictabilityAccount Management TransformationBuild and enforce a true enterprise account management strategy:Deep and wide relationship mappingExecutive engagement and alignmentStructured account planning and QBRsMove the team from reactive selling to proactive, strategic account ownershipDrive a “protect and grow” model across all key accountsTeam Leadership & PerformanceLead a team of enterprise account executives, with full accountability for performance, development, and hiringElevate execution through:Sales methodology adoptionDeal qualification rigorPipeline discipline and forecasting accuracyConduct 90-day performance assessments and upgrade talent as neededSet a high bar for ownership, accountability, and consistencyDeal Leadership & Commercial OwnershipPersonally engage in strategic accounts and high-value dealsLead deal strategy, pricing, and solution shaping to maximize long-term value and marginEnsure strong qualification, competitive positioning, and deal progressionCross-Functional AlignmentPartner closely with Services leadership to improve alignment and expand services-led growthWork effectively within a shared Solution Architect model to build differentiated solutionsCollaborate with Marketing on ABM, executive engagement, and targeted expansion playsGo-To-Market ExecutionLead a horizontal enterprise coverage model across industriesDrive strategic account planning discipline across the teamPartner with vendors and internal stakeholders to expand within existing accountsImprove pipeline generation and deal velocity through structured GTM executionWhat Success Looks LikeA fully implemented enterprise account management model across all key accountsMeasurable expansion of services and full portfolio adoption within the existing baseStrong pipeline coverage (3–4x) with improved deal quality and progressionHigher win rates, increased deal sizes, and better forecast accuracyTight alignment across Sales, Services, and MarketingCandidate ProfileExperienceBachelor's degree required.10-15+ years of proven sales leadership experience in enterprise sales within IT services and solutionsTrack record managing complex, Fortune 500-level accountsDemonstrated success in:Expanding existing enterprise relationshipsSelling multi-solution, services-led offeringsLeading large, complex deal cyclesLeadership CharacteristicsOperator mindset—methodical, disciplined, and deeply engaged in the businessHands-on leader who sets the tone for execution, accountability, and rigorStrong commercial acumen with expertise in deal shaping and pricing strategyAbility to build credibility with both customers and internal stakeholdersNon-NegotiablesExperience building or transforming enterprise sales teamsProven ability to drive account expansion and portfolio growthDeep understanding of complex enterprise sales motionsStrong executive presence with experience engaging Fortune 500 stakeholdersRelentless focus on pipeline discipline, forecast accuracy, and deal quality#LI-KT1Job DetailsJob Type: Reg. Full Time BenefittedCategory: Sales