GSS Iberia - Inside Software Specialists

Description -

The Inside Software Sales Specialist drives Software and Services sales across HP's portfolio, including third-party offerings, for mid-sized accounts. Working hand-in-hand with Inside Account Executives (iAE), the Channel team, and technical resources, this role brings deep software-specific expertise to the account - from lead generation through negotiation and close - supporting a book of more than 250 accounts and engaging on relevant opportunities. The specialist acts as the Software organization's representative to the customer, positioning HP as the vendor of choice and may take on a project management role in cooperation with iAE.

Key Responsibilities

• Quota attainment - Achieve Software and Solutions sales quota, measured on sales/quota, conversion and win rate, and pipeline.
• Opportunity management - Support opportunities from qualification through close, activating specialist support early for ACS-related areas; maintain funnel hygiene in HPD and accurate pipeline management, and partner with the sales team to ensure pipeline data accuracy for the product area.
• Collaboration with sales teams - Work with iAEs on the software business and hand-in-hand with the Channel team (PBM, iPBM, Proximity) to address leads on the Software and Solutions portfolio in a timely manner.
• Account relationship and growth - Support proliferation into the customer portfolio by recommending the best software solutions based on installed base and customer pain points; conduct analysis and prospecting to help iAEs build the strongest customer proposal.
• Expertise and competitive positioning - Provide software offering expertise to iAE, maintain knowledge of competitors' value propositions, and position HP's software and solutions value adds; pull in Inside TC as needed for solution design and technical support.
• Relationship building - Establish professional, consultative relationships across the full Software and Solutions portfolio for mid-sized accounts by developing a deep understanding of industry-specific business needs, supported by vertical offers; promote HP's unique selling propositions in alignment with project direction and influence future tenders.
• New logo acquisition - Support new logo targets for the Software portfolio and help iAE identify whitespace and address it with the HP portfolio.
• Proposal development - Develop winning proposals that represent a win-win for the customer and HP.
• Customer retention - Cultivate and maintain positive customer relationships to ensure account retention and growth, positioning HP as the preferred vendor.
• Planning support - Assist with territory planning on demand, account plans (SAR), VAS, and solutions presentation materials as needed.
• Channel support - Maintain good working relationships with channel partners, supporting them on mid-sized end-user business.

Education, Experience & Qualifications Recommended

• 1-3 years of industry sales experience, ideally in software, services, or solutions selling.
• Cloud software sales experience, with familiarity across major cloud and software vendors such as Microsoft, AWS, Google, Nexthink, and 1E.
• Demonstrated experience carrying and achieving a sales quota in an inside or mid-market sales environment.
• Track record of working within a matrixed, multi-stakeholder sales model, including channel partners and technical specialists.

Knowledge & Skills

• Portfolio expertise - Expert-level knowledge of HP's software and services offerings as well as competitive offerings.
• Cloud and solution fluency - Working knowledge of cloud-based software sales and solutions across major cloud vendors.
• Stakeholder engagement - Ability to lead meetings with a wide variety of ITDM and Procurement stakeholders.
• Consultative selling - Ability to uncover key business issues and deliver actionable recommendations.
• Relationship management - Ability to cultivate and maintain positive customer relationships that drive retention and growth.
• Competitive strategy - Understanding of how to leverage HP's portfolio to change the playing field against competitors.
• Market currency - Ability to acquire and maintain up-to-date knowledge of shifts in software and services industry trends.
• Cross-functional collaboration - Effective coordination with channel sales, local category, GSS and services, end-user sales, engineering, supply chain/order management, sales ops, business planning, and country leadership; supported by SDR, iAE, Technical Consultants, AOMs, CDM, CEMs, and Marketing.

• 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:

• 1-3 years of industry sales experience, ideally in software, services, or solutions selling.
• Cloud software sales experience, with familiarity across major cloud and software vendors such as Microsoft, AWS, Google, Nexthink, and 1E.
• Demonstrated experience carrying and achieving a sales quota in an inside or mid-market sales environment.
• Track record of working within a matrixed, multi-stakeholder sales model, including channel partners and technical specialists.

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.

Job -

Schedule -

Shift -

Travel -

Relocation -

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’sEEO Policy or read about your rights as an applicant under the law here: “ Know Your Rights: Workplace Discrimination is Illegal "