Engagement Lead, Managed Print Services Description - Pursuit Engagement Lead Managed Print Services (MPS), Global Services & Solutions (GSS)
Position Summary The Managed Print Services (MPS) Pursuit Engagement Lead (EL) is a strategic sales and pursuit professional responsible for leading complex managed print services opportunities from qualification through contract signature and post-signature handover. The Engagement Lead serves as the quarterback of the pursuit, orchestrating cross-functional teams, managing customer engagement, overseeing commercial and contractual negotiations, and ensuring successful deal closure. This role acts as the bridge between Sales, Solution Architecture, Legal, Finance, Delivery, Customer Success, and Executive Leadership to deliver customer-focused solutions that create value for both HP and the customer.
Key Responsibilities
Pursuit Leadership & Opportunity Management
- Lead the end-to-end MPS pursuit lifecycle from qualification through contract signature and handover.
- Develop and execute win strategies for competitive pursuits, renewals, amendments, and RFPs.
- Drive pursuit governance activities including OA SOAR and BA SOAR compliance.
- Build and maintain pursuit plans, milestones, risk registers, and customer action plans.
- Facilitate executive reviews and approval processes.
- Conduct win/loss analysis and continuous improvement activities.
Customer Engagement
- Serve as the primary customer-facing pursuit lead during the sales cycle.
- Lead customer discovery, workshops, presentations, negotiations, and executive briefings.
- Build trusted relationships with procurement, sourcing, finance, operations, IT, and executive stakeholders.
- Guide customers through solution development and contractual discussions.
- Communicate HP value propositions and business outcomes effectively.
Commercial & Financial Leadership
- Own opportunity financial governance and commercial strategy.
- Coordinate development of pricing models and business cases.
- Partner with sales teams to maximize profitability while maintaining competitiveness.
- Analyze financial impacts, risks, assumptions, and margin considerations.
- Ensure all pricing approvals and governance requirements are met prior to submission and signature.
Solution Development
- Partner closely with Solution Architects to create innovative customer solutions.
- Ensure solutions align with customer requirements, operational capabilities, service design, and profitability objectives.
- Validate scope, assumptions, service levels, deliverables, and contractual commitments.
- Support development of Statements of Work (SOW), GSOWs, amendments, and customer deliverables.
Contracting & Negotiation
- Lead contract negotiations with customers and internal stakeholders.
- Manage MSA, SOW, amendment, and legal document development.
- Coordinate review and resolution of customer redlines.
- Partner with Legal, Finance, Sales, Delivery, and Risk functions to drive timely approvals.
- Assess and mitigate contractual, operational, security, compliance, and financial risks.
Operational Excellence & Handover
- Maintain accurate pursuit documentation and system hygiene.
- Ensure required documents are uploaded and maintained in OMS and other approved systems.
- Prepare and deliver comprehensive handover packages to Delivery and Customer Success teams.
- Facilitate smooth transition from sales to implementation and service delivery.
- Drive adoption of HP pursuit best practices, tools, and methodologies.
Required Qualifications Education
- Bachelor's degree in Business, Finance, Technology, Engineering, Marketing, or a related discipline, or equivalent professional experience.
Experience
- 5+ years of experience in sales, pursuit management, bid management, solution selling, managed services, outsourcing, or related professional services environments.
- Experience leading complex commercial opportunities and customer negotiations.
- Experience managing multi-disciplinary teams in customer-facing situations.
- Experience working with large enterprise or public sector customers preferred.
Preferred Experience
- Managed Print Services (MPS)
- Managed Services
- Enterprise Technology Solutions
- Contract Negotiation
- Proposal Management
- RFP / RFQ Response Management
- Financial Modeling and Pricing
- Executive Presentations
- Procurement and Sourcing Engagements
- Service Delivery or Customer Success Collaboration
Key Competencies Commercial Acumen
- Financial analysis
- Pricing strategy
- Profitability management
- Business case development
Pursuit Leadership
- Opportunity planning
- Program management
- Executive communication
- Stakeholder management
Customer-Facing Skills
- Executive presence
- Consultative selling
- Presentation skills
- Negotiation and influence
Contract Management
- Risk assessment
- Contract interpretation
- Legal coordination
- Governance compliance
Operational Excellence
- Detail orientation
- Process discipline
- Documentation management
- Handover management
Success Metrics
Successful Engagement Leads demonstrate excellence in:
- Revenue growth through pursuit wins
- Contract closure effectiveness
- Gross margin attainment
- Governance compliance
- Customer satisfaction
- Quality of handovers
- Forecast accuracy
- Pursuit cycle efficiency
- Team collaboration
- Executive stakeholder confidence
Why Join HP's MPS Pursuit Team? As an MPS Pursuit Engagement Lead, you will work on some of HP's largest and most strategic managed print opportunities. You will collaborate with global experts, guide customers through digital workplace transformation, influence multimillion-dollar business decisions, and play a critical role in HP's continued leadership in Managed Print Services.
Disclaimer
- This job description describes the general nature and level of work performed in this role. It is not intended to be an exhaustive list of all duties, skills, responsibilities, knowledge, etc. These may be subject to change and additional functions may be assigned as needed by management.
Salary The on-target earnings (OTE) range for this role is 131,500.00 -193,950.00 USD annually with a 80%/20% (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). 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 [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.
Job - Sales Schedule - Full time Shift - No shift premium (United States of America) Travel - 25% Relocation - NoEqual 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"