VP of Sales, Enterprise

About the Role

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.

Responsibilities

• 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.

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.

Requirements

• 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.