Software Sales Account Executive – Enterprise, Lakes

Responsibilities

• 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
• 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
• 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
• 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
• 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
• 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
• Navigates RFP/RFI processes and procurement cycles for large enterprise deals
• Stays current on industry trends including SaaS, digital workflows, security, and cloud adoption
• Acts as a subject matter expert in print software and enterprise workflow solutions within the organization and with customers
• Leads or contributes to innovation sessions that explore new use cases and solution approaches
• Identifies potential risks within complex deals (technical, commercial, or competitive) and proactively develops mitigation strategies
• Ensures compliance with HP policies, legal requirements, and customer contractual obligations
• Shares best practices and mentors junior team members or account teams on software selling strategies
• Contributes to sales enablement efforts by helping develop training materials, playbooks, and messaging

• 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
• 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

• Bachelor’s degree in Business
• Bachelor’s degree in Marketing
• Bachelor’s degree in IT