Software Sales Specialist - Federal and SLED

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.

Responsibilities

• 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.
• 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.
• 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.
• 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.

Pay

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).

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.