Sales Specialist, Digital Software Solutions

Sales Specialist, Digital Software Solutions

The Sales Specialist, Digital Software Solutions is responsible for driving software sales growth across the portfolio (Security, Workforce Experience Platform, and Print Management) within enterprise accounts and key partner ecosystems. Leveraging deep domain expertise, the role engages customers and partners to identify opportunities, shape solutions, and close high-value deals.

The software sales specialist works in close collaboration with the services solutions specialists (SSS), together with enterprise account managers (EAMs), partner business managers (PBMs) to contribute meaningfully to account strategies, accelerate pipeline, and increase software attach. The role also leads renewals, supports negotiations, and brings market and customer insights to continuously refine go-to-market and solution positioning.

What a sales specialist, digital software solutions does at HP:

• Drive software revenue, pipeline, and total contract value (TCV) across assigned enterprise accounts and strategic partners
• Identify, qualify, and progress opportunities across security, WXP, and print management solutions
• Expand software attach within broader hardware, services, and solution-led engagements

• Partner with enterprise account managers to contribute meaningfully to account plans, identify whitespace, and prioritize software-led plays
• Lead opportunity strategy, qualification, and deal progression through the full sales lifecycle
• Position integrated solutions aligned to customer business outcomes (security, productivity, cost optimization, experience)]

• Collaborate with partner business managers to grow software business through key channel partners
• Enable partners on portfolio positioning, value propositions, and competitive differentiation
• Support partner-led opportunities to accelerate closure and ensure alignment with customer requirements

• Build strong, consultative relationships with enterprise customers, including C-level stakeholders
• Engage customers to understand business needs and design tailored software solutions in collaboration with presales and technical teams
• Lead customer presentations, workshops, and value-based discussions to articulate ROI and business impact

• Drive contract renewals and expansion opportunities, focusing on increasing long-term customer value
• Lead or support commercial discussions, addressing objections and negotiating pricing, terms, and conditions

• Analyze market trends, competitive landscape, and emerging opportunities to inform sales strategies
• Gather and relay customer and partner feedback to internal teams to refine offerings and influence roadmap priorities

• Manage pipeline, forecasting, and sales performance metrics to ensure target achievement
• Track key KPIs including conversion rates, pipeline coverage, software attach, and revenue attainment
• Apply consistent sales methodologies and tools to drive deal velocity and execution rigor

Individuals who do well in this role at HP, usually possess:

• Degree in sales, marketing, business administration, or any other related discipline or commensurate work experience or demonstrated competence.
• Minimum 5 years of relevant work experience, preferably in technical selling, consultative selling, account management, or a related field.

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