Software Sales Specialist

HP; Glasgow; On-site; GBP 65,000 - 95,000; Full time

Job summary

HP seeks an Inside Software Sales Specialist in the United Kingdom to drive growth from lead generation through negotiation and close. You will build executive-level relationships, articulate ROI, and collaborate with cross-functional teams to tailor software proposals for enterprise clients.

Ideal candidates have 7+ years in enterprise software sales, strong cloud experience, and a track record of meeting quotas.

Qualifications

• Bachelor’s degree preferred but not required.
• 7+ years of direct enterprise software sales experience.
• Experience with cloud-based software sales and major cloud vendors.
• Proven ability to work in a matrix organization.
• Demonstrated ability to turn insights into business opportunities.
• Experience in negotiating and closing deals.
• Proficiency in CRM and sales analytics tools.
• Cross-functional collaboration with sales, technical and GBU teams.

Responsibilities

• Research potential clients and build a steady pipeline.
• Conduct needs analysis to map business challenges to HP software.
• Articulate ROI and value proposition to prospects.
• Collaborate with pre-sales to tailor proposals.
• Navigate negotiations and close deals to meet quotas.
• Maintain CRM records and analyze sales data for trends.
• Coordinate cross-functional teams for customer support.
• Build executive-level relationships.
• Stay informed on industry trends and competition.
• Communicate ROI and outcomes to customers.

Skills

Lead generation

Negotiation

Relationship management

CRM proficiency

Executive communication

Industry knowledge

AI in sales

Cross-functional collaboration

Forecasting

Prospecting

Education

Bachelor's degree preferred

Tools

Salesforce

CRM software

Nexthink

1E

Cloud platforms

Job description

Description

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.

Please note the above statements describe the general nature and level of work only. They are not a complete list of all required responsibilities, duties and skills. Other duties may be added, or this description amended at any time.

Job

Sales

Schedule

Full time

Shift

No shift premium (United Kingdom)

Equal Opportunity Employer (EEO)

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). Please be assured that you will not be subject to any adverse treatment if you choose to disclose the information requested. This information is provided voluntarily. The information obtained will be kept in strict confidence.

For more information, review HP’s EEO Policy or read about your rights as an applicant under the law here: “Know Your Rights: Workplace Discrimination is Illegal"