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Job Description

The 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 driving Software sales growth across the portfolio (Security, Workforce Experience Platform, WXP Collaboration) within Enterprise accounts and key partner ecosystems, 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 Italian 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.

Compensation and benefits

The on-target earnings (OTE) range for this role is € 122.850,00 to € 186.200,00 euro annually, with a 60/40 (salary/incentive) mix. Pay varies by job-related skills, effort, responsibility, working conditions, experience and work location.

Additionally, HP offers a comprehensive benefits package for this position, including:

• Supplemental insurance policies

• Employee Stock Purchase Plan

• Business Travel Accident Insurance

• Employee Assistance Program

• Restaurant Tickets

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.

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. Thanks for taking the time to review our job, if you think it is a match to your experience and interests please apply today— we are eager to learn more about you! If you know a friend who may be a fit for the job please refer them. 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.

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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"