Engagement Lead, Managed Print Services

HP•New York, IN

18h•$131,500 - $193,950

About The Position

The Managed Print Services (MPS) Pursuit Engagement Lead is a strategic sales and pursuit professional who leads complex managed print services opportunities from qualification through contract signature and post-signature handover. The role serves as the quarterback of each pursuit, orchestrating cross-functional teams, managing customer engagement, overseeing commercial and contractual negotiations, and driving successful deal closure. It bridges Sales, Solution Architecture, Legal, Finance, Delivery, Customer Success, and Executive Leadership to develop customer-focused solutions that create value for HP and its customers. The Engagement Lead owns pursuit strategy and governance, customer engagement, opportunity financial and commercial management, solution development, contracting, and operational handover. The position involves leading customer discovery and negotiations, coordinating pricing and business cases, validating solutions and contractual commitments, managing risks and approvals, maintaining pursuit records, and ensuring a thorough transition to Delivery and Customer Success teams. The role works on strategic managed print opportunities and supports customers through digital workplace transformation.

Requirements

Bachelor's degree in Business, Finance, Technology, Engineering, Marketing, or a related discipline, or equivalent professional experience.
At least 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 multidisciplinary teams in customer-facing situations.

Nice To Haves

Experience working with large enterprise or public sector customers.
Experience in Managed Print Services (MPS).
Experience in managed services.
Experience with enterprise technology solutions.
Contract negotiation experience.
Proposal management experience.
RFP/RFQ response management experience.
Financial modeling and pricing experience.
Executive presentation experience.
Experience engaging procurement and sourcing stakeholders.
Experience collaborating with service delivery or customer success teams.

Responsibilities

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.
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.
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 pricing approvals and governance requirements are met prior to submission and signature.
Partner with Solution Architects to create customer solutions aligned 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.
Lead contract negotiations with customers and internal stakeholders.
Manage development of MSAs, SOWs, amendments, and legal documents.
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.
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 the transition from sales to implementation and service delivery.
Drive adoption of HP pursuit best practices, tools, and methodologies.