Software Sales Account Executive - Enterprise Great Lakes

Job Summary

This role is responsible for driving Print Software revenue growth within HP's US Great Lakes Enterprise territory by developing and executing strategic account plans across a defined set of enterprise customers. The Account Executive operates as a consultative seller, identifying, shaping, and closing complex software opportunities that may be sold as standalone solutions or embedded within broader managed services engagements.

The role partners closely with HP account teams, pursuit teams, and business unit stakeholders to influence customer strategy, align solutions to business outcomes, and position HP as a trusted advisor in digital workflow transformation, print security, and enterprise output management.

This individual brings a strong understanding of enterprise software sales motions, long sales cycles, and multi-stakeholder buying groups, while staying ahead of industry trends and emerging technologies to drive differentiated value in customer engagements.

Key Responsibilities

Territory & Account Strategy

• Own and execute a territory plan for enterprise software sales across the Great Lakes region, aligned to revenue targets, pipeline growth, and strategic account priorities

• Build and maintain multi-level relationships across IT, security, procurement, and line-of-business stakeholders within enterprise accounts

• Identify whitespace opportunities within existing HP customers, expanding software attach rates and driving incremental revenue

Sales Execution & Deal Leadership

• Lead end-to-end software sales cycles, from opportunity identification and qualification through deal closure and handoff

• Drive complex, multi-solution deals that may include SaaS, on-premise, and hybrid software offerings, often integrated into managed print or contractual services agreements

• Partner with pursuit teams and account managers on large, strategic opportunities requiring coordinated go-to-market execution

• Develop compelling business cases and ROI models that clearly articulate customer value and total cost of ownership

Consultative Selling & Customer Engagement

• Serve as a trusted advisor to customers by aligning HP software capabilities with their digital transformation, security, and workflow optimization initiatives

• Conduct discovery sessions, executive briefings, and solution workshops to uncover business challenges and map them to HP solutions

• Deliver high-impact presentations and demonstrations tailored to both technical and executive audiences

Cross-Functional Collaboration

• Work closely with presales, product management, R&D, marketing, and services teams to shape solutions and influence product direction based on customer needs

• Collaborate with Customer Success and delivery teams to ensure successful implementation and long-term customer value realization

• Provide structured feedback from the field to inform roadmap priorities and go-to-market strategy

Solution Architecture & Value Positioning

• Support the design of integrated solutions involving APIs, cloud services, and third-party technologies to meet complex enterprise requirements

• Position HP's print software portfolio (e.g., secure print, authentication, pull print, scanning workflows, enterprise output management) within broader IT ecosystems

• Leverage analytics and reporting insights to quantify business impact and strengthen value propositions

Pipeline Management & Forecasting

• Maintain an accurate and healthy pipeline, ensuring proper opportunity qualification and progression through the sales funnel

• Deliver reliable forecasts and consistently meet or exceed quarterly and annual sales targets

• Navigate RFP/RFI processes and procurement cycles for large enterprise deals

Thought Leadership & Market Expertise

• Stay current on industry trends including SaaS, digital workflows, security, and cloud adoption

• Act as a subject matter expert in print software and enterprise workflow solutions within the organization and with customers

• Lead or contribute to innovation sessions that explore new use cases and solution approaches

Risk Management & Deal Governance

• Identify potential risks within complex deals (technical, commercial, or competitive) and proactively develop mitigation strategies

• Ensure compliance with HP policies, legal requirements, and customer contractual obligations

Mentorship & Enablement

• Share best practices and mentor junior team members or account teams on software selling strategies

• Contribute to sales enablement efforts by helping develop training materials, playbooks, and messaging

Education & Experience

• Bachelor's degree in Business, Marketing, IT, or a related discipline (or equivalent experience)

• 7-10+ years of experience in enterprise software sales, consultative selling, or account management

• Proven track record of closing complex, high-value software deals within large enterprise environments

• Experience selling SaaS and/or subscription-based solutions is strongly preferred

Knowledge & Skills

• Strong understanding of enterprise software sales methodologies and long-cycle deal management

• Experience with SaaS, cloud solutions, APIs, and enterprise IT infrastructure environments

• Familiarity with print software solutions such as secure print, authentication, pull print, scanning workflows, and output management

• Ability to position solutions within broader digital transformation and workflow automation initiatives

• Advanced presentation, demonstration, and storytelling skills

• Strong financial acumen and ability to build ROI/TCO models

• Experience navigating RFP processes and enterprise procurement structures

Core Competencies

• Customer-centric mindset with strong consultative selling skills

• Executive presence and ability to influence senior stakeholders

• Results-driven with strong accountability for revenue performance

• High learning agility and adaptability in a fast-evolving technology landscape

• Strong collaboration and cross-functional leadership capabilities

• Digital fluency and comfort with data-driven decision making

Impact & Scope

• Drives software revenue growth within a defined enterprise territory

• Influences strategic direction across accounts and contributes to broader organizational initiatives

• Acts as a key player in advancing HP's software and solutions positioning within enterprise customers

Complexity

• Manages complex sales environments involving multiple stakeholders, long sales cycles, and integrated solution offerings

• Requires deep analysis of customer needs, competitive positioning, and technical requirements to drive successful outcomes

Salary:

The on-target earnings (OTE) range for this role is $147,300 to $205,000 USD

annually with a 80%/20% (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 paid holidays

• Additional flexible paid vacation and sick leave (US benefits overview

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The compensation and benefits information is accurate as of the date of this

posting. The Company reserves the right to modify this information at any time,

with or without notice, subject to applicable law.

All qualified applicants will receive consideration for employment without regard to race, color, religion, sex, sexual orientation, gender identity, national origin, disability, or status as a protected veteran.