Description
The Junior Inside Software Sales Specialist drives Software and Services sales across HP's portfolio, including third-party offerings, for mid-sized accounts.
Working hand-in-hand with Inside Account Executives (iAE), the Channel team, and technical resources, this role brings deep software-specific expertise to the account , from lead generation through negotiation and close , supporting a book of more than 250 accounts and engaging on relevant opportunities.
Key Responsibilities
- Quota attainment , Achieve Software and Solutions sales quota, measured on sales/quota, conversion and win rate, and pipeline.
- Opportunity management , Support opportunities from qualification through close, activating specialist support early for Advanced AI & Edge Computing-related areas; maintain funnel hygiene in HPD and accurate pipeline management, and partner with the sales team to ensure pipeline data accuracy for the product area.
- Collaboration with sales teams , Work with iAEs on the software business and hand-in-hand with the Channel team (PBM, iPBM, Proximity) to address leads on the Software and Solutions portfolio in a timely manner.
- Account relationship and growth , Support proliferation into the customer portfolio by recommending the best software solutions based on installed base and customer pain points; conduct analysis and prospecting to help iAEs build the strongest customer proposal.
- Expertise and competitive positioning , Provide software offering expertise to iAE, maintain knowledge of competitors' value propositions, and position HP's software and solutions value adds; pull in Inside TC as needed for solution design and technical support.
- Relationship building , Establish professional, consultative relationships across the full Software and Solutions portfolio for mid-sized accounts by developing a deep understanding of industry-specific business needs, supported by vertical offers; promote HP's unique selling propositions in alignment with project direction and influence future tenders.
- New logo acquisition , Support new logo targets for the Software portfolio and help iAE identify whitespace and address it with the HP portfolio.
- Proposal development , Develop winning proposals that represent a win-win for the customer and HP.
- Customer retention , Cultivate and maintain positive customer relationships to ensure account retention and growth, positioning HP as the preferred vendor.
- Planning support , Assist with territory planning on demand, account plans (SAR), VAS, and solutions presentation materials as needed.
- Channel support , Maintain good working relationships with channel partners, supporting them on mid-sized end-user business.
Education, Experience & Qualifications Recommended
- 1–3 years of industry sales experience, ideally in software, services, or solutions selling.
- Cloud software sales experience, with familiarity across major cloud and software vendors such as Microsoft, AWS, Google, Nexthink, and 1E.
- Demonstrated experience carrying and achieving a sales quota in an inside or mid-market sales environment.
- Track record of working within a matrixed, multi-stakeholder sales model, including channel partners and technical specialists.
Knowledge & Skills
- Portfolio expertise , Expert-level knowledge of HP's software and services offerings as well as competitive offerings.
- Cloud and solution fluency , Working knowledge of cloud-based software sales and solutions across major cloud vendors.
- Stakeholder engagement , Ability to lead meetings with a wide variety of ITDM and Procurement stakeholders.
- Consultative selling , Ability to uncover key business issues and deliver actionable recommendations.
- Relationship management , Ability to cultivate and maintain positive customer relationships that drive retention and growth.
- Competitive strategy , Understanding of how to leverage HP's portfolio to change the playing field against competitors.
- Market currency , Ability to acquire and maintain up-to-date knowledge of shifts in software and services industry trends.
- Cross-functional collaboration , Effective coordination with channel sales, local category, GSS and services, end-user sales, engineering, supply chain/order management, sales ops, business planning, and country leadership; supported by SDR, iAE, Technical Consultants, AOMs, CDM, CEMs, and Marketing.
- New Technology and AI: demonstrated curiosity and confidence in adopting emerging tools and technologies,especially AI,to enhance sales performance, customer engagement, and productivity.