Enterprise Account Executive

Job summary

The Enterprise Account Executive manages strategic commercial accounts by coordinating account plans and delivering comprehensive technology solutions. They are responsible for driving sales targets, identifying growth opportunities, and maintaining strong client relationships through effective communication and problem-solving.

Job details

Enterprise Account Executive Description - Job Summary • This role is responsible for handling intricate client challenges adeptly, leveraging cross-functional collaboration and advanced problem-solving skills. The role builds strong client relationships, implements margin recovery strategies, and stays updated on industry trends. Responsibilities • Owns/Coordinates account plans on larger strategic commercial account(s) and focuses on value and/or volume portfolio management and selling a range of the organization’s offerings. • Works with pre-sales and inside sales to participate in deal pursuit and with internal teams such as marketing, product development, and customer service to deliver comprehensive solutions and address customer needs effectively. • Builds and maintains strong relationships with commercial clients, develops a core understanding of their unique business needs and challenges. • Implements margin recovery activities and strategies in full/ ownership depending on account coverage. • Engages effectively to improve win rates on selective deals. • Reviews and designs sales policies and strategies to achieve sales targets and objectives for the assigned business segment. • Manages account planning process through scheduled reviews and updates, identifies and builds growth opportunities, upselling, and cross-selling to the clients. • Updates opportunities in pipeline tools and processes, recommends, and implements pipeline management practices. • Provides support to clients and address any concerns or issues they may have in a timely and effective manner. Acts as the main point of contact for clients, ensuring a smooth and positive customer experience. • Stays updated on industry trends, market dynamics, and competitors' activities to better serve clients and identify potential business opportunities. Education & Experience Recommended • Four-year or Graduate Degree in Sales, Marketing, Business Administration, or any other related discipline or commensurate work experience or demonstrated competence. • Typically has 4-7 years of work experience, preferably in account management, tele sales, product specialty (computers, printers, servers, storage), or a related field or an advanced degree with 3-5 years of work experience. Preferred Certifications • Certified Technology Sales Professional (CTSP) Knowledge & Skills • Business Development • Business To Business • Cash Handling • Cash Register • Cold Calling • Conflict Resolution • Customer Relationship Management • Inside Sales • Marketing • Merchandising • Outside Sales • Product Knowledge • Sales Development • Sales Management • Sales Process • Sales Prospecting • Sales Territory Management • Salesforce • Selling Techniques • Upselling Cross-Org Skills • Effective Communication • Results Orientation • Learning Agility • Digital Fluency • Customer Centricity Impact & Scope • Impacts multiple teams and may act as a team or project leader providing direction to team activities and facilitates information validation and team decision making process. Complexity • Responds to moderately complex issues within established guidelines. 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, skills, responsibilities, knowledge, etc. These may be subject to change and additional functions may be assigned as needed by management. About HP HP creates new possibilities for technology to have a meaningful impact on people, businesses, governments and society. A Fortune 500 Company, HP brings together a portfolio that spans printing, personal computing, software, services and IT infrastructure to serve more than 1 billion customers in over 170 countries on six continents. HP invents, engineers, and delivers technology solutions that drive business value, create social value, and improve the lives of our clients. HP Canada’s Talent Acquisition processes involve the use of technology, including but not limited to, artificial intelligence (AI) tools, to support the screening, assessment, and selection processes. These tools are designed to enhance fairness and efficiency, and all hiring decisions are reviewed by our recruitment team to ensure alignment with HP’s hiring standards and applicable Provincial employment laws. This job posting is for an existing vacancy or a position expected to become vacant in the near future. Compensation and Benefits The on-target earnings (OTE) range for this role is $120,150 to $170,000 CAD annually with a 60%/40% (salary/incentive) mix. Pay within this range will be based on the review of experience, skills, and internal equity. As a full time, employee of HP Canada, you will be eligible to participate in the company's group benefit programs, including medical, dental, life insurance, and disability coverage, subject to the terms and conditions of the applicable plans. During your employment term, you will receive 15 paid vacation days per year prorated based on your start date. Detailed information regarding benefits—will be provided upon hire and is subject to the terms and conditions of the applicable plans. Equal Opportunity Employer HP Canada is an equal opportunity employer. We welcome the many dimensions of diversity. Upon request by qualified candidates, accommodation of special needs may be considered during all stages of the selection process within the framework of the HP Accommodation Policy. If you need assistance in filling out the employment application or require a reasonable accommodation while seeking employment, please e-mail canadaaodaofficer@hp.com. Note: This option is reserved for applicants needing a reasonable accommodation related to a disability. In order to satisfy our contractual obligations with clients, the successful candidate will be required to pass a basic, standard Criminal Records check. You will also be required to sign off on HP's Confidentiality, Non-Solicitation and Conflict of Interest Agreement. Job - Sales Schedule - Full time Shift - No Shift premium (Canada) Travel - 50% Relocation - Equal Opportunity Employer (EEO) - HP, Inc. provides equal employment opportunity to all employees and prospective employees, without regard to race, color, religion, sex, national origin, ancestry, citizenship, sexual orientation, age, disability, or status as a protected veteran, marital status, familial status, physical or mental disability, medical condition, pregnancy, genetic predisposition or carrier status, uniformed service status, political affiliation or any other characteristic protected by applicable national, federal, state, and local law(s). Please be assured that you will not be subject to any adverse treatment if you choose to disclose the information requested. This information is provided voluntarily. The information obtained will be kept in strict confidence. For more information, review HP’s EEO Policy or read about your rights as an applicant under the law here: “Know Your Rights: Workplace Discrimination is Illegal"

What you’ll do

The Enterprise Account Executive manages strategic commercial accounts by coordinating account plans and delivering comprehensive technology solutions. They are responsible for driving sales targets, identifying growth opportunities, and maintaining strong client relationships through effective communication and problem-solving.

Requirements

Candidates should possess a four-year degree in a business-related discipline or equivalent experience, along with 3-7 years of experience in account management or sales. Proficiency in sales tools, strong business development skills, and the ability to manage complex client challenges are essential for this role.

Benefits

• Medical insurance • Dental insurance • Life insurance • Disability coverage • Paid vacation

Listed skills

• Effective communication · Preferred
• Product Knowledge · Preferred
• Account Management · Preferred
• Upselling · Preferred
• Conflict Resolution · Preferred
• Salesforce · Preferred
• Business development · Preferred

Other relevant skills

Identified from the job description. Confirm important requirements above.

• Business development
• B2B sales
• Account management
• Inside sales
• Outside sales
• Sales process
• Sales management
• Sales prospecting
• Sales territory management
• Salesforce
• Upselling
• Conflict resolution
• Customer relationship management
• Product knowledge
• Effective communication
• Digital fluency
• Market Dynamics
• Inside Sales
• Outside Sales
• Sales Territory Management
• Technology Sales
• Product Knowledge
• Cash Handling
• Cross-Functional Collaboration
• Customer Centricity
• Cross-Selling
• Sales Prospecting
• Results Orientation
• Learning Agility
• Digital Literacy
• Effective Communication
• Technology Solutions
• IT Infrastructure
• Account Management
• Account Planning
• Artificial Intelligence
• Employment Applications
• Business To Business
• Business Development
• Customer Relationship Management
• Business Administration
• Management
• Business Valuation
• Cash Register
• Customer Service
• Cold Calling
• Confidentiality
• Conflict Resolution
• Equities
• Sales

Job areas

• Sales
• Technology
• Management & Leadership
• Customer Service & Support
• Enterprise Account Executive
• Commercial Sales Representatives
• Sales Representatives, Wholesale and Manufacturing, Except Technical and Scientific Products