VP of Sales, Enterprise
Pomeroy · Home, KS · 6 days ago
Business DevelopmentFull-time
Key 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
- 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
- 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