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About the Role
HP Inc. is seeking a Software Sales Specialist to drive growth for our Workforce Experience Platform, Wolf Security, and Collaboration software portfolio across the East region. This overlay specialist role partners with HP PC and device Account Executives, acting as their dedicated software and solutions expert to expand client relationships beyond hardware into recurring software and SaaS revenue. You will identify software expansion opportunities within HP's existing device install base and drive new pipeline in accounts where HP already has a presence. This role requires a general manager mindset, treating the region as your own business from market opportunity to closed revenue, understanding customer needs, maintaining pipeline accuracy, and influencing HP's product roadmap and go-to-market strategy.
Responsibilities
- Treat the East region as your own business, understanding revenue sources, risks, and growth opportunities.
- Maintain a pulse on Voice of Customer (VOC) across the region, gathering feedback on product gaps, competitive pressures, and unmet needs.
- Translate VOC and field intelligence into structured feedback for Product, Marketing, and Strategy teams to influence offerings.
- Build and manage a forward-looking pipeline for sustainable, multi-quarter growth.
- Understand East market dynamics, key verticals, major accounts, competitive penetration, and whitespace to prioritize HP's investments.
- Own regional forecasting with accuracy and discipline.
- Act as the dedicated software overlay specialist aligned to HP PC and device Account Executives, joining customer conversations as the subject matter expert.
- Build strong working relationships with HP's PC sellers, District Sales Managers, and channel partners.
- Educate and enable HP device sellers to identify software signals and know when to engage the specialist team.
- Participate in joint account planning sessions to map software opportunities against the device install base.
- Maintain visibility into PC sellers' pipeline and proactively surface software attach opportunities.
- Serve as the field expert for HP’s Workforce Experience Platform (WXP), leading discovery conversations with IT Operations, End User Computing, and HR/People Technology leaders.
- Position and differentiate HP Wolf Security against competitive endpoint protection alternatives.
- Drive adoption of HP’s Collaboration software and hybrid workplace solutions.
- Develop customized business value proposals and TCO/ROI assessments.
- Manage a regional software pipeline, maintaining accurate forecasts in Salesforce and delivering pipeline reviews.
- Lead or support RFP/RFI responses, proof-of-concept engagements, and executive briefings.
- Develop territory and vertical strategies targeting priority segments.
- Provide field feedback to Product, Marketing, and Sales leadership on competitive dynamics, objection patterns, and go-to-market gaps.
- Stay current on the DEX market and competitive landscape to effectively position HP.
Requirements
- Bachelor’s degree in Business, Information Technology, or a related field; or equivalent experience.
- 5–8 years of B2B technology sales experience, ideally in SaaS, DEX, endpoint security, or enterprise software.
- Prior experience in an overlay, specialist, or solutions sales role within a matrixed sales organization is strongly preferred.
- Demonstrated success in building internal relationships with peer sellers.
- Track record of carrying and exceeding quota in a solutions or specialty sales role.
Skills
- Digital Employee Experience (DEX) and endpoint observability platforms
- Endpoint security — EDR, threat containment, firmware protection, zero trust principles
- Unified Communications & Collaboration and hybrid workplace solutions
- SaaS and subscription-based software attach and upsell motions
- ROI/TCO-based value selling and business case development
- Overlay/specialist selling within a matrixed, team-based sales organization
- Internal seller enablement and co-sell partnership
- Enterprise and mid-market consultative selling
- Pipeline management, forecasting, and Salesforce CRM discipline
- Competitive positioning and objection handling
- Executive-level communication and business value storytelling
- Effective Communication — adapts messaging for internal sellers, technical buyers, and executive stakeholders
- Results Orientation — drives software pipeline and revenue through a team-based selling model
- Learning Agility — stays sharp in a fast-moving DEX and endpoint security market
- Digital Fluency — comfortable with SaaS platforms, telemetry tools, and IT infrastructure concepts
- Customer Centricity — leads with business outcomes, not product features
Location
- East Coast
Work Type
- Full time
Experience Level
- 5-8 years
Education Level
- Bachelor's degree in Business, Information Technology, or related field, or equivalent experience
Salary/Compensations
- $236,500 to $335,700 USD annually with a 60%/40% (salary/incentive) mix. Additional opportunities for pay in the form of bonuses and/or equity (US only).
Benefits
- Health insurance
- Dental insurance
- Vision insurance
- Long term/short term disability insurance
- Employee assistance program
- Flexible spending account
- Life insurance
- Generous time off policies
- 4-12 weeks fully paid parental leave based on tenure
- 13 paid holidays
- Additional flexible paid vacation and sick leave
About the Company
- HP Inc. is a global leader in technology, providing a wide range of products and services to consumers and businesses.
Equal Opportunity
- HP, Inc. provides equal employment opportunity to all employees and prospective employees, without regard to race, color, religion, sex, national origin, ancestry, citizenship, sexual orientation, age, disability, or status as a protected veteran, marital status, familial status, physical or mental disability, medical condition, pregnancy, genetic predisposition or carrier status, uniformed service status, political affiliation or any other characteristic protected by applicable national, federal, state, and local law(s).
- The Company reserves the right to modify compensation and benefits information at any time, with or without notice, subject to applicable law.