Digital Services Pursuit Manager

HP • All Cities, TX

4d

About The Position

The Digital Services (DS) Pursuit Manager is a senior strategic leader responsible for building, operationalizing, and scaling HP's Digital Services business into a unified global operating organization. This role will consolidate businesses spanning WXP Fleet, WXP Collab, WXP Print, Security Protect & Trace, and related offerings, which have been built and acquired across multiple standalone business units, into a single, cohesive program. The manager will define how HP packages, sells, prices, contracts, manages, and governs enterprise software subscriptions at scale. This is a build-from-scratch leadership role where the DS Pursuit Manager will architect the HP Enterprise Subscription Program, create the enterprise license agreement (EA) framework, and establish the pursuit motion that embeds Digital Services into every managed services engagement to drive consistency, speed, and scalable revenue growth across HP's largest enterprise accounts.

Requirements

• Four-year or graduate degree in Business Administration, Sales, Marketing, Finance, or a related discipline, or equivalent work experience and demonstrated competence.
• 10+ years of experience in enterprise sales, pursuit/deal management, program management, or software/services commercial operations, ideally within a global technology or services organization.
• Proven track record of building programs or businesses from the ground up, consolidating fragmented operations into a unified, scalable operating model.
• Deep experience with enterprise license agreements, subscription/SaaS commercial models, and complex multi-year contractual engagements.
• Strong financial acumen, including experience with deal P&L, pricing models, ROI assessments, and enterprise discount structures.
• Ability to architect complex commercial agreements spanning multiple product lines, contract types, and business units.
• Proven ability to align and drive outcomes across Sales, Legal, Finance, Category, and Executive stakeholders without direct authority.
• Experience standing up new functions, defining processes, and operationalizing at speed in ambiguous, fast-moving environments.
• Ability to balance long-term vision with near-term action.
• Understands the goal of simplifying the customer experience.
• Leverages analytics, KPIs, and operational data to drive accountability and continuous improvement.
• Ability to articulate vision, influence decisions, and present to senior leadership with clarity and confidence.

Responsibilities

• Build the HP Enterprise Subscription Program, defining the commercial construct, packaging, entitlements, and ordering model for enterprise software subscriptions across the Digital Services portfolio.
• Create enterprise license agreements (ELAs) and standardized addendums to existing managed services contracts (MPS, MDS, MCS) for flexible, multi-year enterprise software subscriptions.
• Design the pricing and enterprise discount framework, including tiered pricing models, volume discount structures, and deal governance guidelines.
• Establish the end-to-end pursuit motion for Digital Services, covering opportunity identification, deal shaping, proposal development, contract negotiation, and signature.
• Serve as the central business owner for the DS Pursuit motion, partnering with Legal, Finance, Category/GBU, Sales, and executive leadership.
• Drive cross-organizational alignment across MPS, MDS, MCS, and Digital Services Pursuit teams to embed enterprise subscriptions into eligible managed services deals.
• Interact with and influence senior executives, legal counsel, category leaders, and finance partners on deal structures, commercial terms, and program governance.
• Coordinate with external software partners (re-labeled and OEM-branded) for alignment within the enterprise agreement framework.
• Support the Digital Services sales motion by enabling field teams with tools, playbooks, pricing guidance, and deal-structuring expertise.
• Ensure entitlement in every managed services deal by building processes and governance to attach Digital Services to new and renewal opportunities.
• Drive proactive deal shaping across targeted segments (GT1, active renewals, in-flight deals) to establish the EA model at scale.
• Develop and manage the DS Pursuit pipeline, tracking KPIs such as EA attach rate, TCV, pipeline growth, win rate, and software adoption metrics.
• Define program governance, including decision rights, approval workflows, deal escalation paths, and accountability structures.
• Extend operational rigor, data analytics, and capacity management best practices from MPS Pursuit to the DS Pursuit organization.
• Build repeatable, scalable processes to reduce long-term deal complexity through standardization and faster execution.
• Manage the contract lifecycle, overseeing the creation, negotiation, and execution of enterprise agreements, addendums, and change orders with Legal and Finance.

Benefits

• 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

What This Job Offers

• Job Type: Full-time
• Career Level: Senior