Managed Services-Engagement Lead

Job Summary

As part of the Global Services and Solutions team, the Pursuit Engagement Lead is responsible for developing contractual services including Managed Device Services (MDS) & Managed Collaboration Services (MCS) that drive strategic long-term value for our customers.

Your primary role will be to lead engagements throughout the deal lifecycle: customer assessment, win strategy, solution development, risk assessment, deal pricing, contract negotiation and transition to delivery after deal closure.

Responsibilities

• Takes ownership of Managed Device Services (MDS) & Managed Collaboration Services (MCS) opportunity qualification, sales strategy, leading pursuit teams and negotiation efforts.

• Collaborates with senior account team to contribute to business planning activities and development of pursuit strategies.

• Holds accountability for the entire pursuit team, covering project planning, assessment, solution, pricing, and business decisions.

• Leads contract negotiations and facilitates cross-functional discussions to drive successful outcomes.

• Defines and presents the business case and value proposition in alignment with the customer’s needs and the organization’s capabilities.

• Demonstrates expertise in understanding acceptable decisions, pricing calculations, and delivery capabilities.

• Understands financial models, ROI calculations, and profit implications for different solution approaches

• Monitors and analyzes competitor activities and adjusts strategies to maintain a competitive edge.

• Communicates with both internal and external stakeholders, leading sales presentations, and driving the sales process.

• Interacts with internal and external teams to create proposals and respond to requests for proposals (RFPs).

• Applies program/project management methods and processes to define, plan, track, and escalate to ensure successful pursuits

• Ensures that services scope, pricing and terms / conditions set forth in contractual documents align with approved financials

Impact and Scope

• Carries total contract value targets of $30M

• Opportunities can be complex and/or global in scope and can range from $500K to $100M in contract value

Education and Experience:

• Four-year or Graduate Degree in Sales, Marketing, Business Administration, or any other related discipline or commensurate work experience or demonstrated competence.

• Typically has 7-10 years of work experience, preferably in sales, business development, or a related field.

• Experience in complex deal pursuits and engagement

• Complex problem-solving skills

• Strong communication, and project management skills

• Ability to manage cross-functional teams

• Solid understanding of financial principles

• Experience working with and negotiating contracts

• Demonstrated broad knowledge of corporate policies, products, markets and processes, and an understanding of business management principles and practices

Cross-Org Skills

• Effective Communication

• Results Orientation

• Learning Agility

• Digital Fluency

• Customer Centricity

Preferred candidates will live in Eastern or Central Time Zone within close proximity to a major US airport.

The base pay range for this role is $155,000 to $175,000 annually with additional opportunities for pay in the form of bonus and/or equity (applies to US 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
  • 11 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.