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  • Emplois similaires à : Enterprise MPS/Software Sales Executive
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Software Sales Account Executive - Enterprise Great LakesHP • United States
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Software Sales Account Executive - Enterprise Great Lakes

HP
  • US
    United States
  • US
    United States
Postuler Maintenant

À propos

Job Summary
This role is responsible for driving Print Software revenue growth within HP's US Great Lakes Enterprise territory by developing and executing strategic account plans across a defined set of enterprise customers. The Account Executive operates as a consultative seller, identifying, shaping, and closing complex software opportunities that may be sold as standalone solutions or embedded within broader managed services engagements.
The role partners closely with HP account teams, pursuit teams, and business unit stakeholders to influence customer strategy, align solutions to business outcomes, and position HP as a trusted advisor in digital workflow transformation, print security, and enterprise output management.
This individual brings a strong understanding of enterprise software sales motions, long sales cycles, and multi-stakeholder buying groups, while staying ahead of industry trends and emerging technologies to drive differentiated value in customer engagements.
Key Responsibilities
Territory & Account Strategy
Own and execute a territory plan for enterprise software sales across the Great Lakes region, aligned to revenue targets, pipeline growth, and strategic account priorities
Build and maintain multi-level relationships across IT, security, procurement, and line-of-business stakeholders within enterprise accounts
Identify whitespace opportunities within existing HP customers, expanding software attach rates and driving incremental revenue
Sales Execution & Deal Leadership
Lead end-to-end software sales cycles, from opportunity identification and qualification through deal closure and handoff
Drive complex, multi-solution deals that may include SaaS, on-premise, and hybrid software offerings, often integrated into managed print or contractual services agreements
Partner with pursuit teams and account managers on large, strategic opportunities requiring coordinated go-to-market execution
Develop compelling business cases and ROI models that clearly articulate customer value and total cost of ownership
Consultative Selling & Customer Engagement
Serve as a trusted advisor to customers by aligning HP software capabilities with their digital transformation, security, and workflow optimization initiatives
Conduct discovery sessions, executive briefings, and solution workshops to uncover business challenges and map them to HP solutions
Deliver high-impact presentations and demonstrations tailored to both technical and executive audiences
Cross-Functional Collaboration
Work closely with presales, product management, R&D, marketing, and services teams to shape solutions and influence product direction based on customer needs
Collaborate with Customer Success and delivery teams to ensure successful implementation and long-term customer value realization
Provide structured feedback from the field to inform roadmap priorities and go-to-market strategy
Solution Architecture & Value Positioning
Support the design of integrated solutions involving APIs, cloud services, and third-party technologies to meet complex enterprise requirements
Position HP's print software portfolio (e.g., secure print, authentication, pull print, scanning workflows, enterprise output management) within broader IT ecosystems
Leverage analytics and reporting insights to quantify business impact and strengthen value propositions
Pipeline Management & Forecasting
Maintain an accurate and healthy pipeline, ensuring proper opportunity qualification and progression through the sales funnel
Deliver reliable forecasts and consistently meet or exceed quarterly and annual sales targets
Navigate RFP/RFI processes and procurement cycles for large enterprise deals
Thought Leadership & Market Expertise
Stay current on industry trends including SaaS, digital workflows, security, and cloud adoption
Act as a subject matter expert in print software and enterprise workflow solutions within the organization and with customers
Lead or contribute to innovation sessions that explore new use cases and solution approaches
Risk Management & Deal Governance
Identify potential risks within complex deals (technical, commercial, or competitive) and proactively develop mitigation strategies
Ensure compliance with HP policies, legal requirements, and customer contractual obligations
Mentorship & Enablement
Share best practices and mentor junior team members or account teams on software selling strategies
Contribute to sales enablement efforts by helping develop training materials, playbooks, and messaging
Education & Experience
Bachelor's degree in Business, Marketing, IT, or a related discipline (or equivalent experience)
7-10+ years of experience in enterprise software sales, consultative selling, or account management
Proven track record of closing complex, high-value software deals within large enterprise environments
Experience selling SaaS and/or subscription-based solutions is strongly preferred
Knowledge & Skills
Strong understanding of enterprise software sales methodologies and long-cycle deal management
Experience with SaaS, cloud solutions, APIs, and enterprise IT infrastructure environments
Familiarity with print software solutions such as secure print, authentication, pull print, scanning workflows, and output management
Ability to position solutions within broader digital transformation and workflow automation initiatives
Advanced presentation, demonstration, and storytelling skills
Strong financial acumen and ability to build ROI/TCO models
Experience navigating RFP processes and enterprise procurement structures
Core Competencies
Customer-centric mindset with strong consultative selling skills
Executive presence and ability to influence senior stakeholders
Results-driven with strong accountability for revenue performance
High learning agility and adaptability in a fast-evolving technology landscape
Strong collaboration and cross-functional leadership capabilities
Digital fluency and comfort with data-driven decision making
Impact & Scope
Drives software revenue growth within a defined enterprise territory
Influences strategic direction across accounts and contributes to broader organizational initiatives
Acts as a key player in advancing HP's software and solutions positioning within enterprise customers
Complexity
Manages complex sales environments involving multiple stakeholders, long sales cycles, and integrated solution offerings
Requires deep analysis of customer needs, competitive positioning, and technical requirements to drive successful outcomes
Salary:
The on-target earnings (OTE) range for this role is $147,300 to $205,000 USD
annually with a 80%/20% (salary/incentive) mix. There are additional
opportunities for pay in the form of bonuses and/or equity (applies to United
States of America candidates only). Pay varies by work location, job-related
knowledge, skills, and experience.
Benefits:
HP offers a comprehensive benefits package for this position, including:
Health insurance
Dental insurance
Vision insurance
Long term/short term disability insurance
Employee assistance program
Flexible spending account
Life insurance
Generous time off policies, including;
4-12 weeks fully paid parental leave based on tenure
13 paid holidays
Additional flexible paid vacation and sick leave (US benefits overview
[https://hpbenefits.ce.alight.com/])
The compensation and benefits information is accurate as of the date of this
posting. The Company reserves the right to modify this information at any time,
with or without notice, subject to applicable law.
All qualified applicants will receive consideration for employment without regard to race, color, religion, sex, sexual orientation, gender identity, national origin, disability, or status as a protected veteran.
  • United States

Compétences linguistiques

  • English
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