Software Sales Specialists - West

Software Sales Specialists - West
Description -
Job Summary
HP Inc. is seeking a Software Sales Specialist to accelerate growth across the West region for our Workforce Experience Platform (WXP), Wolf Security, and Collaboration software portfolio. This is an overlay specialist role operating within HP’s matrixed sales organization — you will partner directly with HP’s PC and device Account Executives as their dedicated software and solutions expert, helping them expand client relationships beyond hardware into recurring software and SaaS revenue.
You won’t carry a standalone territory in isolation. You will embed yourself into the PC sellers’ account base, identifying software expansion opportunities within the existing HP device install base and driving net-new pipeline in accounts where HP already has a foothold. Your ability to build trust with internal sellers and align software value to active device conversations will be just as important as your ability to sell to end customers.
Beyond the day-to-day selling motion, this role demands a general manager mindset. You are expected to run the West region like your own business — owning the full picture from market opportunity to closed revenue. That means deeply understanding your customers’ evolving needs, maintaining a healthy and accurate pipeline, and translating what you’re hearing in the field into actionable insights that influence HP’s product roadmap and go-to-market strategy. The best specialists in this model don’t just sell — they shape the business.
ResponsibilitiesRegional Business Ownership
Treat the West region as your own business — understanding where revenue is coming from, where it’s at risk, and where the next wave of growth will be driven.
Maintain a rigorous pulse on Voice of Customer (VOC) across the region, actively gathering and synthesizing feedback from clients, prospects, and internal sellers on product gaps, competitive pressures, and unmet needs.
Translate VOC and field intelligence into structured feedback loops with HP’s Product, Marketing, and Strategy teams — directly influencing the future development of WXP, Wolf Security, and Collaboration offerings.
Build and manage a forward-looking pipeline that reflects not just current-quarter activity but a sustainable, multi-quarter growth trajectory for the region.
Develop a deep understanding of West market dynamics — key verticals, major enterprise accounts, competitive penetration, and whitespace — and use that knowledge to prioritize where HP invests time and resources.
Own regional forecasting with the discipline and accuracy of a business owner, not just a seller — understanding the downstream impact of every deal on HP’s software revenue targets.
Internal Sales Partnership (Matrixed Model)
Act as the dedicated software overlay specialist aligned to HP PC and device Account Executives across the West region, joining customer conversations as the subject matter expert for WXP, Wolf Security, and Collaboration.
Build strong working relationships with HP’s PC sellers, District Sales Managers, and channel partners — positioning yourself as the go-to resource they want to bring into every qualified opportunity.
Educate and enable HP device sellers to identify software signals within their accounts (e.g., large endpoint refresh cycles, IT operations pain, hybrid workforce investments) and to know when to pull in the specialist team.
Participate in joint account planning sessions with PC sellers to map WXP, Wolf Security, and Collaboration opportunities against the device install base.
Maintain visibility into PC sellers’ pipeline and proactively surface software attach opportunities before deals close, ensuring software is positioned early—not as an afterthought.
Customer-Facing Responsibilities
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 around DEX strategy, endpoint observability, and IT remediation automation.
Position and differentiate HP Wolf Security — including Wolf Pro Security, Wolf Protect & Trace, and Sure Sense — against competitive endpoint protection alternatives in accounts transitioning off legacy AV or consolidating their security stack.
Drive adoption of HP’s Collaboration software and hybrid workplace solutions, connecting productivity outcomes to the devices clients are already purchasing.
Develop customized business value proposals and TCO/ROI assessments that tie WXP, Wolf Security, and Collaboration capabilities to measurable client outcomes — ticket deflection, MTTR reduction, security incident reduction, and employee satisfaction improvement.
Manage a regional software pipeline across South, maintaining accurate forecasts in Salesforce and delivering consistent pipeline reviews to sales leadership.
Lead or support RFP/RFI responses, proof-of-concept engagements, and executive briefings in partnership with the core account team.
Develop territory and vertical strategies targeting priority segments — Financial Services, Healthcare, Manufacturing, and Retail — where HP’s device install base creates natural software expansion opportunities.
Team & Enablement
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 (Nexthink, Lakeside, Ivanti, Microsoft Endpoint Analytics) and Wolf Security's competitive set to effectively position HP in contested deals.
Education & Experience
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 — candidates who have sold through a core sales team will ramp fastest in this role.
Demonstrated success in building internal relationships with peer sellers and making yourself the resource they consistently pull into deals.
Track record of carrying and exceeding quota in a solutions or specialty sales role.
Knowledge & SkillsSolution Domain
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
Sales Competencies
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
Cross-Org Skills
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
Impact & Scope
This specialist role directly impacts HP’s software and services revenue across the West region, operating as a force multiplier for HP’s PC and device sellers. Success is measured not just by individual quota attainment, but by the breadth and quality of the specialist’s integration into the core account team’s selling motion.
The most successful specialists in this role operate with an ownership mentality — bringing the curiosity of a market analyst, the discipline of a business operator, and the influence of a trusted internal partner to everything they do across South.
Complexity
Deals frequently involve multiple internal stakeholders (PC sellers, channel partners, district managers) in addition to the customer, requiring strong organizational navigation skills alongside traditional enterprise sales execution. The specialist must balance reactive support for active PC seller opportunities with proactive pipeline development and regional business management.
The on-target earnings (OTE) range for this role is $236,500 to $372,700 USD
annually with a 60%/40% (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