Software Sales Specialist – Italy

Software Sales Specialist – Italy

Job Description

The Software Sales Specialist works closely with account teams to provide software-specific expertise, driving account growth from lead generation through negotiation and close. This role is responsible for driving Software sales growth across the portfolio (Security, Workforce Experience Platform, WXP Collaboration) within Enterprise accounts and key partner ecosystems, developing strong relationships with key decision-makers, understanding customer challenges, and delivering tailored software solutions that address business needs. The specialist stays informed about industry trends and competitive landscapes, communicates the value proposition of HP software, and supports the sales journey to achieve or exceed assigned quotas.

Key Responsibilities

• Research and identify potential clients within the Italian market, generating a consistent pipeline of new leads through various methods (cold calling, networking, events, online resources).
• Conduct in-depth needs analysis to understand prospective clients’ unique business challenges and identify how HP software solutions can address their requirements.
• Articulate the business outcomes delivered through software, including ROI, competitive differentiation, and value proposition to prospects.
• Collaborate with technical and pre-sales teams to develop tailored proposals that address prospect requirements.
• Skillfully navigate contract negotiations, address objections, and close deals to achieve or exceed assigned sales quotas and revenue targets.
• Maintain accurate and up-to-date records of all sales activities and interactions using CRM software; analyze sales data to identify trends, opportunities, and areas for improvement.
• Guide, build, and manage cross-cultural, cross-tower, cross-business teams for effective customer support.
• Build and manage strong customer relationships at the executive level.
• Stay informed about industry trends, competitive landscape, and emerging technologies; provide insights and recommendations to internal teams for enhancing software offerings and sales strategies.
• Communicate the return on investment (ROI) and value proposition of the software in terms of outcomes for specific customer challenges and priorities.
• Prospect strategically and operate with high intensity and urgency to meet targets for qualified leads and booked meetings.

Knowledge & Skills

• Strong time management, organizational, and resolution-offering skills.
• Excellent communication and presentation skills, capable of representing HP at external customer and industry events.
• Ability to guide, build, and manage cross-functional teams for effective customer support.
• Ability to build and manage strong customer relationships at the executive level.
• Analytical skills for sales data analysis and identifying trends, opportunities, and areas for improvement.
• Flexibility and openness to change, with the ability to embrace new solutions and develop expertise for additional offerings as HP expands its software portfolio.
• Experience in prospecting, lead generation, needs analysis, solution presentation, proposal creation, negotiation, and closing.
• Familiarity with CRM software and sales analytics tools.
• 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

• Education : Bachelor’s degree is preferred but not required.
• Experience : 7+ years of direct sales/strategic sales experience with enterprise software, cloud, or virtualization companies across a range of verticals.
• Qualifications
  • Experience with cloud-based software sales and solutions; familiarity with major cloud vendors such as Microsoft, AWS, and Google, as well as platforms like Nexthink and 1E.
  • Proven ability to work in a matrix organization and collaborate with frontline sales teams, technology consultants, and GBU teams.
  • Demonstrated understanding of how technology products and solutions solve business problems.
• Experience in managing sales processes and building customer relationships.
• Strong understanding of market trends and ability to turn insights into business opportunities.

Compensation and benefits

The on-target earnings (OTE) range for this role is € 122.850,00 to € 186.200,00 euro annually, with a 60/40 (salary/incentive) mix. Pay varies by job-related skills, effo