Software Sales Account Executive - Enterprise Lakes

Overview

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.

• 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
• Territory & Account Strategy:
  Build and maintain multi-level relationships across IT, security, procurement, and line-of-business stakeholders within enterprise accounts
• Territory & Account Strategy:
  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
• Sales Execution & Deal Leadership:
  Drive complex, multi-solution deals that may include SaaS, on-premise, and hybrid software offerings, often integrated into managed print or contractual services agreements
• Sales Execution & Deal Leadership:
  Partner with pursuit teams and account managers on large, strategic opportunities requiring coordinated go-to-market execution
• Sales Execution & Deal Leadership:
  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
• Consultative Selling & Customer Engagement:
  Conduct discovery sessions, executive briefings, and solution workshops to uncover business challenges and map them to HP solutions
• Consultative Selling & Customer Engagement:
  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
• Cross-Functional Collaboration:
  
  Collaborate with Customer Success and delivery teams to ensure successful implementation and long-term customer value realization
• Cross-Functional Collaboration:
  
  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
• Solution Architecture & Value Positioning:
  Position HP’s print software portfolio (e.g., secure print, authentication, pull print, scanning workflows, enterprise output management) within broader IT ecosystems
• Solution Architecture & Value Positioning:
  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
• Pipeline Management & Forecasting:
  Deliver reliable forecasts and consistently meet or exceed quarterly and annual sales targets
• Pipeline Management & Forecasting:
  Navigate RFP/RFI processes and procurement cycles for large enterprise deals

• Thought…