HP's Global Services & Solutions (GSS) organization aims to deliver profitable growth through differentiated outcome-based solutions driven by globally consistent integrated business models anchored in the HP Way. As part of GSS, the Software Sales team delivers profitable growth by generating annual repeatable revenue through Software-based solutions. HP's Software portfolio comprises:

HP Anyware, including Anyware Standard and Anyware Professional, enables organizations to securely deliver high-performance desktops and workstations from the cloud or data center to various endpoints.

Wolf Security, including HP Sure Click Enterprise, is the world's most advanced endpoint Application Isolation and Containment solution.

Digital Software (Print), including Digital Workflow, Security & Access control, and Cloud-based print management solutions.

The Software Account Executive will be responsible for sales for HP's Software Portfolio & associated services, primarily focusing on HP Anyware. As part of the role, the Software Account Executive will work with HP account managers & channel partners to target new business opportunities, cultivate relationships with prospective clients, and close deals to meet and exceed sales targets for the assigned territory. This role requires a self-motivated individual with a proven track record of generating new leads, effectively communicating software benefits, and converting prospects into satisfied customers.

Responsibilities:

• Prospecting and Lead Generation: Research and identify potential clients within the target market. Utilize various methods, including cold calling, networking, attending industry events, and leveraging online resources to generate a consistent pipeline of new leads.
• Needs Analysis: Understand prospective clients' unique business challenges and pain points. Conduct in-depth needs analysis to identify how HP software solutions can address their requirements.
• Solution Presentation: Articulate the business outcomes delivered through software, including the ROI, competitive differentiation, and value proposition to prospects.
• Relationship Building: Develop and nurture strong relationships with key decision-makers and stakeholders within target companies. Understand their organizational structure, buying processes, and timelines to guide them through the sales journey effectively.
• Proposal Creation: Collaborate with technical and pre-sales teams to develop tailored proposals that address prospect requirements.
• Negotiation and Closing: Skillfully navigate contract negotiations, addressing objections, and closing deals to achieve or exceed assigned sales quotas and revenue targets.
• Sales Analytics: Maintain accurate and up-to-date records of all sales activities and interactions using CRM software. Analyze sales data to identify trends, opportunities, and areas for improvement.
• Market Intelligence: Stay informed about industry trends, competitive landscape, and emerging technologies. Provide insights and recommendations to internal teams for enhancing our software offerings and sales strategies.

Education and Experience Required:

• Technical University or Bachelor's degree; advanced degree preferred.
• Typically 12 years of experience in technical consultative selling and account management.
• Technical and solutions experience in the appropriate industry.
• Experience in vertical industry preferred.

Knowledge and Skills:

• 7 years of direct sales/strategic sales experience with enterprise software, cloud, or virtualization companies across a range of verticals

• Experience with cloud-based software sales and solutions and familiarity with major Cloud vendors such as Microsoft, AWS, and Google
• Demonstrate an outcomes-based approach based on a deep understanding of customer challenges.
• Effective in communicating the return on investment (ROI) and value proposition of the software in terms of outcomes for specific customer challenges & priorities.
• Proven ability to work in a matrix organization and collaborate with frontline sales teams, technology consultants, and GBU teams
• Demonstrate an understanding of how technology products and solutions solve business problems.
• Be flexible and open to change. As HP expands its software portfolio, you will need to embrace change, develop your skill set, and provide expertise for additional solutions.
• Strong time management, organizational, and resolution-offering skills.
• Ability to build & manage strong customer relationships at the executive level.
• Ability to guide, build & manage a cross-cultural, cross-tower, cross-business team for effective & efficient customer support.
• Excellent communication & presentation skills with the capability to represent HP at external customer & industry events.

HP is an equal opportunity employer: https://www8.hp.com/h20195/v2/GetDocument.aspx?docname=c08129225

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