Software Sales Specialist - Federal and
SLEDDescription -
Job Summary
HP Inc. is seeking a Software Sales Specialist to accelerate growth across the Federal and SLED market for our Workforce Experience Platform (WXP), Wolf Security, and Collaboration software portfolio. This is an overlay specialist role operating within HP’s matrixed sales organization — you will partner directly with HP’s PC and device Account Executives as their dedicated software and solutions expert, helping them expand client relationships beyond hardware into recurring software and SaaS revenue.
You won’t carry a standalone territory in isolation. You will embed yourself into the PC sellers’ account base, identifying software expansion opportunities within the existing HP device install base and driving net-new pipeline in accounts where HP already has a foothold. Your ability to build trust with internal sellers and align software value to active device conversations will be just as important as your ability to sell to end customers.
Beyond the day-to-day selling motion, this role demands a general manager mindset. You are expected to run the South region like your own business — owning the full picture from market opportunity to closed revenue. That means deeply understanding your customers’ evolving needs, maintaining a healthy and accurate pipeline, and translating what you’re hearing in the field into actionable insights that influence HP’s product roadmap and go-to-market strategy. The best specialists in this model don’t just sell — they shape the business.
Responsibilities
Regional Business Ownership
- Treat the Federal/SLED region as your own business — understanding where revenue is coming from, where it’s at risk, and where the next wave of growth will be driven.
- Maintain a rigorous pulse on Voice of Customer (VOC) across the region, actively gathering and synthesizing feedback from clients, prospects, and internal sellers on product gaps, competitive pressures, and unmet needs.
- Translate VOC and field intelligence into structured feedback loops with HP’s Product, Marketing, and Strategy teams — directly influencing the future development of WXP, Wolf Security, and Collaboration offerings.
- Build and manage a forward-looking pipeline that reflects not just current quarter activity, but a sustainable, multi-quarter growth trajectory for the region.
- Develop a deep understanding of FED/SLED market dynamics — key verticals, major enterprise accounts, competitive penetration, and whitespace — and use that knowledge to prioritize where HP invests time and resources.
- Own regional forecasting with the discipline and accuracy of a business owner, not just a seller — understanding the downstream impact of every deal on HP’s software revenue targets.
Internal Sales Partnership (Matrixed Model)
- Act as the dedicated software overlay specialist aligned to HP PC and device Account Executives across the South region, joining customer conversations as the subject matter expert for WXP, Wolf Security, and Collaboration.
- Build strong working relationships with HP’s PC sellers, District Sales Managers, and channel partners — positioning yourself as the go-to resource they want to bring into every qualified opportunity.
- Educate and enable HP device sellers on how to identify software signals within their accounts (e.g., large endpoint refresh cycles, IT operations pain, hybrid workforce investments) and when to pull in the specialist team.
- Participate in joint account planning sessions with PC sellers to map WXP, Wolf Security, and Collaboration opportunities against the device install base.
- Maintain visibility into the PC sellers’ pipeline and proactively surface software attach opportunities before deals close, ensuring software is positioned early — not as an afterthought.
Customer-Facing Responsibilities
- Serve as the field expert for HP’s Workforce Experience Platform (WXP), leading discovery conversations with IT Operations, End User Computing, and HR/People Technology leaders around DEX strategy, endpoint observability, and IT remediation automation.
- Position and differentiate HP Wolf Security — including Wolf Pro Security, Wolf Protect & Trace, and Sure Sense — against competitive endpoint protection alternatives in accounts transitioning off legacy AV or consolidating their security stack.
- Drive adoption of HP’s Collaboration software and hybrid workplace solutions, connecting productivity outcomes to the devices clients are already purchasing.
- Develop customized business value proposals and TCO/ROI assessments that tie WXP, Wolf Security, and Collaboration capabilities to measurable client outcomes — ticket deflection, MTTR reduction, security incident reduction, and employee satisfaction improvement.
- Manage a regional software pipeline across South, maintaining accurate forecasts in Salesforce and delivering consistent pipeline reviews to sales leadership.
- Lead or support RFP/RFI responses, proof-of-concept engagements, and executive briefings in partnership with the core account team.
- Develop territory and vertical strategies targeting priority segments — Financial Services, Healthcare, Manufacturing, and Retail — where HP’s device install base creates natural software expansion opportunities.
Team & Enablement
- Coach and guide junior team members on HP’s software portfolio, specialist selling motions, and how to navigate the internal matrixed model effectively.
- Provide field feedback to Product, Marketing, and Sales leadership on competitive dynamics, objection patterns, and go-to-market gaps.
- Stay current on the DEX market and competitive landscape (Nexthink, Lakeside, Ivanti, Microsoft Endpoint Analytics) and Wolf Security competitive set to effectively position HP in contested deals.
Education & Experience Recommended
- Bachelor’s degree in Business, Information Technology, or a related field; or equivalent experience.
- 5–8 years of B2B technology sales experience, ideally in SaaS, DEX, endpoint security, or enterprise software.
- Prior experience in an overlay, specialist, or solutions sales role within a matrixed sales organization strongly preferred — candidates who have sold through a core sales team will ramp fastest in this role.
- Demonstrated success building internal relationships with peer sellers and making yourself the resource they consistently pull into deals.
- Track record of carrying and exceeding quota in a solutions or specialty sales role.
Preferred Certifications
- HP Wolf Security Certification (or willingness to obtain within 90 days)
- CompTIA Security+ or equivalent endpoint security credential
- Salesforce CRM proficiency
- ITIL Foundation (preferred, not required)
Knowledge & Skills
Solution Domain
- Digital Employee Experience (DEX) and endpoint observability platforms
- Endpoint security — EDR, threat containment, firmware protection, zero trust principles
- Unified Communications & Collaboration and hybrid workplace solutions
- SaaS and subscription-based software attach and upsell motions
- ROI/TCO-based value selling and business case development
Sales Competencies
- Overlay/specialist selling within a matrixed, team-based sales organization
- Internal seller enablement and co-sell partnership
- Enterprise and mid-market consultative selling
- Pipeline management, forecasting, and Salesforce CRM discipline
- Competitive positioning and objection handling
- Executive-level communication and business value storytelling
Cross-Org Skills
- Effective Communication — adapts messaging for internal sellers, technical buyers, and executive stakeholders
- Results Orientation — drives software pipeline and revenue through a team-based selling model
- Learning Agility — stays sharp in a fast-moving DEX and endpoint security market
- Digital Fluency — comfortable with SaaS platforms, telemetry tools, and IT infrastructure concepts
- Customer Centricity — leads with business outcomes, not product features
Impact & Scope
This specialist role directly impacts HP’s software and services revenue across the South region, operating as a force multiplier for HP’s PC and device sellers. Success is measured not just by individual quota attainment, but by the breadth and quality of the specialist’s integration into the core account team’s selling motion.
The most successful specialists in this role operate with an ownership mentality — bringing the curiosity of a market analyst, the discipline of a business operator, and the influence of a trusted internal partner to everything they do across South.
Complexity
Deals frequently involve multiple internal stakeholders (PC sellers, channel partners, district managers) in addition to the customer, requiring strong organizational navigation skills alongside traditional enterprise sales execution. The specialist must balance reactive support for active PC seller opportunities with proactive pipeline development and regional business management.
Salary
The on-target earnings (OTE) range for this role is $255,400 to $378,000 USD
annually with a 60%/40% (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
[https://hpbenefits.ce.alight.com/])
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.
Disclaimer
• This job description describes the general nature and level of work performed in this role. It is not intended to be an exhaustive list of all duties, skills, responsibilities, knowledge, etc. These may be subject to change and additional functions may be assigned as needed by management.
Job -
Sales
Schedule -
Full time
Shift -
No shift premium (United States of America)
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’s EEO Policy or read about your rights as an applicant under the law here: “Know Your Rights: Workplace Discrimination is Illegal"