Global Pursuit Lead — Personal Systems, Print & Collaboration Services

Global Pursuit Lead — Personal Systems, Print & Collaboration Services

Description -

Global Pursuit Lead — Personal Systems, Print & Collaboration Services

This role leads end-to-end pursuit activities across HP's Global Tier 1 accounts, covering the full spectrum of HP Services and Solutions for Personal Systems, Print, and Collaboration — with a strong focus on Managed Services. The role combines strategic sales leadership with direct customer engagement, partnering with account teams and internal and external stakeholders while personally engaging with customer executives to shape opportunities early, define winning strategies, and close complex global deals. The scope is global, with a mandate to build scalable, repeatable managed services solutions that drive measurable customer transformation and long-term business outcomes.

Sales Leadership & Pursuit Excellence

• Own the full pursuit lifecycle — from lead qualification and strategy through proposal, commercial negotiation, and contract close — for complex, multi-geography T1 deals.

• Engage directly with customer stakeholders and CXO-level executives to build relationships, understand business drivers, and position HP as the preferred strategic partner.

• Develop and execute competitive win strategies that leverage HP's full portfolio of Personal Systems, Print, and Collaboration services — always anchoring the solution to customer outcomes and business value.

• Lead cross-functional pursuit teams including account managers, solution architects, finance, legal, and delivery — aligning internal and external stakeholders around a unified pursuit strategy.

• Drive commercial negotiations, define pricing strategies, and lead contract discussions for deals with significant financial and strategic impact.

Early Engagement & Opportunity Shaping

• Engage early in the customer lifecycle to identify, qualify, and shape opportunities — influencing requirements and solution direction before formal RFP or procurement processes begin.

• Consult proactively during account planning and lead identification phases, contributing to pipeline development and growth strategies for Global T1 accounts.

• Define compelling, outcome-driven value propositions tailored to each client's strategic priorities, industry context, and transformation agenda.

Solution & Customer Transformation

• Champion a solution-oriented and managed services-first approach across all pursuits — integrating Personal Systems, Print, and Collaboration services into cohesive, outcome-driven global solutions.

• Conduct ROI assessments and financial analysis to build business cases that connect HP's solutions to measurable customer outcomes and long-term value.

• Leverage deep industry knowledge and competitive intelligence to differentiate HP's offerings and proactively address competitive threats in every evaluation.

• Stay ahead of industry trends, market dynamics, and emerging technologies to bring innovation and thought leadership into every customer engagement.

Execution & Team Development

• Apply rigorous pursuit management disciplines — planning, milestones, risk tracking, and executive escalation — to ensure consistent and successful deal execution.

• Optimize pursuit processes, implement best practices, and mentor junior team members to raise the overall quality and win rate of the pursuit organization.

Education: Degree in Sales, Business Administration, Engineering, IT, or related discipline — or equivalent work experience.

Experience: 10+ years in enterprise sales, business development, or pursuit management, with proven experience on global T1 or strategic accounts.

Track record: Demonstrated success closing complex, competitive managed services or technology services deals at enterprise scale.

ITIL v4 (Managed Services)  ·  TOGAF (Enterprise Architecture)  ·  Lean Six Sigma  ·  Certified Technology Sales Professional (CTSP)  ·  AWS or Azure Fundamentals

Sales & Pursuit:  Enterprise Sales · Pursuit Management · Competitive Win Strategy · Contract Negotiation · Commercial Pricing · ROI & Business Case Development · RFP Response

Solutions & Services:  Managed Services (Print, Personal Systems & Collaboration) · Managed Print Services (MPS) · Device-as-a-S