Software Sales Specialist

Hewlett Packard Enterprise; Glasgow; On-site; GBP 65,000 - 100,000; Full time

Job summary

Hewlett Packard Enterprise is seeking an Inside Software Sales Specialist to work with account teams, delivering software solutions and driving growth from lead generation to close. You will build relationships with senior decision-makers and articulate the ROI of HP software offerings.

The role emphasizes mapping customer challenges to tailored software, understanding industry trends, and maintaining accurate CRM records to optimize sales strategies.

Qualifications

• 7+ years of direct sales/strategic sales experience with enterprise software or cloud solutions.
• Experience with cloud-based software sales and solutions; familiarity with major cloud vendors (Microsoft, AWS, Google).
• Experience working in a matrix organization with cross-functional teams.

Responsibilities

• Identify potential clients and generate a strong pipeline of new leads.
• Conduct needs analysis to map customer challenges to HP software solutions.
• Articulate ROI and value propositions to prospects.
• Collaborate with pre-sales to develop tailored proposals.
• Navigate negotiations to close deals and meet quotas.

Skills

Time management

Communication

Cross-functional leadership

Executive relationship building

Sales analytics

CRM familiarity

Prospecting & closing

Education

Bachelor’s degree (preferred)

Tools

CRM software

Sales analytics tools

Job description

Software Sales Specialist Description - The Inside Software Sales Specialist works closely with account teams to provide software-specific expertise, driving account growth from lead generation through negotiation and close. This role is responsible for developing strong relationships with key decision-makers, understanding customer challenges, and delivering tailored software solutions that address business needs. The specialist stays informed about industry trends and competitive landscapes, communicates the value proposition of HP software, and supports the sales journey to achieve or exceed assigned quotas.

Key Responsibilities

• Research and identify potential clients within the target market, generating a consistent pipeline of new leads through various methods (cold calling, networking, events, online resources).
• Conduct in-depth needs analysis to understand prospective clients’ unique business challenges and identify how HP software solutions can address their requirements.
• Articulate the business outcomes delivered through software, including ROI, competitive differentiation, and value proposition to prospects.
• Collaborate with technical and pre-sales teams to develop tailored proposals that address prospect requirements.
• Skillfully navigate contract negotiations, address objections, and close deals to achieve or exceed assigned sales quotas and revenue targets.
• Maintain accurate and up-to-date records of all sales activities and interactions using CRM software; analyze sales data to identify trends, opportunities, and areas for improvement.
• Guide, build, and manage cross-cultural, cross-tower, cross-business teams for effective customer support.
• Build and manage strong customer relationships at the executive level.
• Stay informed about industry trends, competitive landscape, and emerging technologies; provide insights and recommendations to internal teams for enhancing software offerings and sales strategies.
• Communicate the return on investment (ROI) and value proposition of the software in terms of outcomes for specific customer challenges and priorities.
• Prospect strategically and operate with high intensity and urgency to meet targets for qualified leads and booked meetings.

Knowledge & Skills

• Strong time management, organizational, and resolution-offering skills.
• Excellent communication and presentation skills, capable of representing HP at external customer and industry events.
• Ability to guide, build, and manage cross-functional teams for effective customer support.
• Ability to build and manage strong customer relationships at the executive level.
• Analytical skills for sales data analysis and identifying trends, opportunities, and areas for improvement.
• Flexibility and openness to change, with the ability to embrace new solutions and develop expertise for additional offerings as HP expands its software portfolio.
• Experience in prospecting, lead generation, needs analysis, solution presentation, proposal creation, negotiation, and closing.
• Familiarity with CRM software and sales analytics tools.

New Technology and AI

Demonstrated curiosity and confidence in adopting emerging tools and technologies—especially AI—to enhance sales performance, customer engagement, and productivity. The ability to quickly learn, adapt, and apply digital solutions in daily workflows, and to use AI insights to drive smarter decisions and more personalized customer interactions.

Education & Experience

• Recommended Education: Bachelor’s degree is preferred but not required.
• Experience: 7+ years of direct sales/strategic sales experience with enterprise software, cloud, or virtualization companies across a range of verticals.
• Qualifications: Experience with cloud-based software sales and solutions; familiarity with major cloud vendors such as Microsoft, AWS, and Google, as well as platforms like Nexthink and 1E.
• Proven ability to work in a matrix organization and collaborate with frontline sales teams, technology consultants, and GBU teams.
• Demonstrated understanding of how technology products and solutions solve business problems.
• Experience in managing sales processes and building customer relationships.
• Strong understanding of market trends and ability to turn insights into business opportunities.

About HP

HP creates new possibilities for technology to have a meaningful impact on people, businesses, governments and society. The world’s largest technology company and ranked 10 on the Fortune 500 list for 2012, HP brings together a portfolio that spans printing, personal computing, software, services and IT infrastructure to serve more than 1 billion customers in over 170 countries on six continents. HP invents, engineers, and delivers technology solutions that drive business value, create social value, and improve the lives of our clients.

Other Information

It’s an exciting opportunity for someone who has a passion for technology and wants to make an impact. You want to reshape the way the world works. So do we. You’re looking for more than just a job; you’re looking to make a difference. That means creating something new. Something that matters. Something that changes how the world works for the better. A career at HP can help you build the tomorrow you want. Let’s grow together.

#LIpost Job - Sales Schedule - Full time Shift - No shift premium (United Kingdom) Travel - Relocation - Equal Opportunity Employer (EEO)

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