Software Sales Account Executive - Enterprise Great Lakes

Job SummaryThis 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.Key ResponsibilitiesTerritory & Account StrategyOwn and execute a territory plan for enterprise software sales across the Great Lakes region, aligned to revenue targets, pipeline growth, and strategic account prioritiesBuild and maintain multi-level relationships across IT, security, procurement, and line-of-business stakeholders within enterprise accountsIdentify whitespace opportunities within existing HP customers, expanding software attach rates and driving incremental revenueSales Execution & Deal LeadershipLead end-to-end software sales cycles, from opportunity identification and qualification through deal closure and handoffDrive complex, multi-solution deals that may include SaaS, on-premise, and hybrid software offerings, often integrated into managed print or contractual services agreementsPartner with pursuit teams and account managers on large, strategic opportunities requiring coordinated go-to-market executionDevelop compelling business cases and ROI models that clearly articulate customer value and total cost of ownershipConsultative Selling & Customer EngagementServe as a trusted advisor to customers by aligning HP software capabilities with their digital transformation, security, and workflow optimization initiativesConduct discovery sessions, executive briefings, and solution workshops to uncover business challenges and map them to HP solutionsDeliver high-impact presentations and demonstrations tailored to both technical and executive audiencesCross-Functional CollaborationWork closely with presales, product management, R&D, marketing, and services teams to shape solutions and influence product direction based on customer needsCollaborate with Customer Success and delivery teams to ensure successful implementation and long-term customer value realizationProvide structured feedback from the field to inform roadmap priorities and go-to-market strategySolution Architecture & Value PositioningSupport the design of integrated solutions involving APIs, cloud services, and third-party technologies to meet complex enterprise requirementsPosition HP’s print software portfolio (e.g., secure print, authentication, pull print, scanning workflows, enterprise output management) within broader IT ecosystemsLeverage analytics and reporting insights to quantify business impact and strengthen value propositionsPipeline Management & ForecastingMaintain an accurate and healthy pipeline, ensuring proper opportunity qualification and progression through the sales funnelDeliver reliable forecasts and consistently meet or exceed quarterly and annual sales targetsNavigate RFP/RFI processes and procurement cycles for large enterprise dealsThought Leadership & Market ExpertiseStay current on industry trends including SaaS, digital workflows, security, and cloud adoptionAct as a subject matter expert in print software and enterprise workflow solutions within the organization and with customersLead or contribute to innovation sessions that explore new use cases and solution approachesRisk Management & Deal GovernanceIdentify potential risks within complex deals (technical, commercial, or competitive) and proactively develop mitigation strategiesEnsure compliance with HP policies, legal requirements, and customer contractual obligationsMentorship & EnablementShare best practices and mentor junior team members or account teams on software selling strategiesContribute to sales enablement efforts by helping develop training materials, playbooks, and messagingEducation & ExperienceBachelor’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 managementProven track record of closing complex, high-value software deals within large enterprise environmentsExperience selling SaaS and/or subscription-based solutions is strongly preferredKnowledge & SkillsStrong understanding of enterprise software sales methodologies and long-cycle deal managementExperience with SaaS, cloud solutions, APIs, and enterprise IT infrastructure environmentsFamiliarity with print software solutions such as secure print, authentication, pull print, scanning workflows, and output managementAbility to position solutions within broader digital transformation and workflow automation initiativesAdvanced presentation, demonstration, and storytelling skillsStrong financial acumen and ability to build ROI/TCO modelsExperience navigating RFP processes and enterprise procurement structuresCore CompetenciesCustomer-centric mindset with strong consultative selling skillsExecutive presence and ability to influence senior stakeholdersResults-driven with strong accountability for revenue performanceHigh learning agility and adaptability in a fast-evolving technology landscapeStrong collaboration and cross-functional leadership capabilitiesDigital fluency and comfort with data-driven decision makingImpact & ScopeDrives software revenue growth within a defined enterprise territoryInfluences strategic direction across accounts and contributes to broader organizational initiativesActs as a key player in advancing HP’s software and solutions positioning within enterprise customersComplexityManages complex sales environments involving multiple stakeholders, long sales cycles, and integrated solution offeringsRequires deep analysis of customer needs, competitive positioning, and technical requirements to drive successful outcomesSalaryThe on-target earnings (OTE) range for this role is $147,300 to $205,000 USDannually with a 80%/20% (salary/incentive) mix. There are additionalopportunities for pay in the form of bonuses and/or equity (applies to UnitedStates of America candidates only). Pay varies by work location, job-relatedBenefitsknowledge, skills, and experience.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 thisposting. The Company reserves the right to modify this information at any time,with or without notice, subject to applicable law.