VP of Sales, Enterprise

Overview

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 Responsibilities

Enterprise 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

Account Management Transformation

• 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

Team Leadership & Performance

• 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

Deal Leadership & Commercial Ownership

• 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

Cross-Functional Alignment

• 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

Go-To-Market Execution

• 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

What Success Looks Like

• 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

Candidate Profile

Experience

• 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

Leadership Characteristics

• 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

Non-Negotiables

• 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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