Inside Specialist - Collaboration
Description -
The Inside Collaboration Specialist owns video and voice solution-focused selling activities aligned to the overall account strategy of the Inside Account Executive (iAE), across both existing and new accounts. Acting as the specialist for HP's Collaboration Business, this role leads sales efforts in assigned mid-sized accounts, generates its own pipeline for the collaboration portfolio, and works proactively alongside Channel Partners to land and grow video/voice opportunities. The role supports a territory of more than 250 accounts on the relevant opportunities, reports to the Medium Business District Sales Manager, and is measured on share-of-wallet growth in the Collaboration Portfolio, pipeline creation, and conversion.
Key Responsibilities
- Specialized sales ownership — Lead sales efforts at assigned accounts for HP's Collaboration Business, and own opportunity identification and management across the video/voice business.
- Collaboration with sales teams — Work with iAEs to address collaboration potential on mid-sized accounts and hand-in-hand with the Channel go-to-market team (PBM, iPBM, Proximity).
- Account relationship and pipeline generation — Develop and manage collaboration opportunities within Inside Account Executive-covered accounts, independently generate pipeline for the collaboration portfolio offering, and elevate relationships across the full portfolio for end-user accounts.
- Portfolio and competitive expertise — Provide expertise on collaboration offerings and maintain knowledge of competitors' value propositions in order to strategically position HP's collaboration products, services, and value-adds.
- Technical and partner enablement — Pull in technical consultants as needed to build solutions and provide technical support, and support Channel Partners with demos and pre-sales work on collaboration solutions.
- Implementation and adoption — Collaborate with Channel Partners and other post-sales resources to support timely implementation and effective adoption of HP collaboration solutions, ensuring appropriate hand-offs upon deal closure.
- Territory and account planning — Assist with territory planning in conjunction with the Inside Account Executive, plus Account Plans (SAR), VAS, and solutions presentation materials as needed.
- Outcomes — Achieve sales quota and grow voice and video pipeline, drive opportunities from qualification to close, develop proposals and negotiate/close deals and contracts, land new logos against video/voice acquisition targets, and maintain funnel hygiene and accurate pipeline management in HPD.
Education & Experience Recommended:
- Bachelor’s degree is preferred but not required.
- 1–3 years of industry sales experience is preferred but not required.
- Strong understanding of sales processes and strategies.
- Experience working with medium business accounts is preferred.
Knowledge & Skills
- Self-prospecting — Ability to self-prospect via cold outreach using all contact tools HP has access to, in line with the iAE.
- Relationship building — Ability to develop strong relationships with influencers and decision-makers, and to navigate complex organizations to find expansion opportunities.
- Stakeholder engagement — Ability to lead meetings with a high variety of ITDM and procurement stakeholders.
- Consultative insight — Ability to leverage customer, industry, product, and service knowledge to develop long-term growth strategies, and to uncover key business issues and provide actionable recommendations.
- Sales process management — Ability to manage the end-to-end sales process for transactional and, in selected cases, contractual opportunities.
- Partner support — Ability to maintain good working relationships with channel partners, providing product expertise support on mid-sized end-user business.
- Demonstration and positioning — Skill in arranging product demonstrations that showcase HP's comprehensive offerings and emphasize outcome-based sales strategies, differentiating HP from the competition.
- Cross-functional coordination — Ability to coordinate support across channel sales, local category, services, end-user sales, supply chain/order management, sales ops, business planning, and country/market leadership.
- 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.
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.
The on-target earnings (OTE) range for this role is $25 to $46 USD per hour with a 60%/40% (salary/incentive) mix. 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)
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.
Job -
Sales
Schedule -
Full time
Shift -
No shift premium (United States of America)
Travel -
25%
Relocation -
Yes
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"
