Digital Services Pursuit Manager

Responsibilities

• Build the HP Enterprise Subscription Program — define the commercial construct, packaging, entitlements, and ordering model that provides a ONE HP mechanism for customers to procure enterprise software subscriptions across the full Digital Services portfolio.
• Create enterprise license agreements (ELAs) and standardized addendums to existing managed services contracts (MPS, MDS, MCS) that enable flexible, multi-year enterprise software subscriptions.
• Design the pricing and enterprise discount framework — develop tiered pricing models, volume discount structures, and deal governance guidelines that balance competitiveness with margin protection.
• Establish the end-to-end pursuit motion for Digital Services — from opportunity identification, deal shaping, and proposal development through contract negotiation and signature.
• Serve as the central business owner for the DS Pursuit motion, partnering closely with Legal (contracting), Finance (pricing and invoicing), Category/GBU (offer definition), Sales (field enablement), and executive leadership to align and execute.
• Drive cross-organizational alignment across MPS, MDS, MCS, and Digital Services Pursuit teams to ensure enterprise subscription is systematically embedded into every eligible managed services deal.
• Interact with and influence senior executives, legal counsel, category leaders, and finance partners to secure alignment on deal structures, commercial terms, and program governance.
• Coordinate with external software partners — both relabeled and OEM-branded — to ensure partner 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 so they can confidently position enterprise subscriptions with customers.
• Ensure entitlement in every managed services deal — build the process and governance to systematically attach Digital Services to all new and renewal opportunities.
• Drive proactive deal shaping across targeted segments (GT1, active renewals, in-flight deals) where HP has the highest leverage to establish the EA model at scale.
• Develop and manage the DS Pursuit pipeline — track KPIs including EA attach rate, TCV, pipeline growth, win rate, and software adoption metrics.
• Define program governance — establish decision rights, approval workflows, deal escalation paths, and accountability structures for the enterprise subscription program.
• Extend the operational rigor, data analytics, and capacity management best practices proven in MPS Pursuit to the DS Pursuit organization.
• Build repeatable, scalable processes that reduce long-term deal complexity by standardizing structures and enabling faster, more predictable execution.
• Manage contract lifecycle — oversee creation, negotiation, and execution of enterprise agreements, addendums, and change orders in coordination with Legal and Finance.

• 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 — taking fragmented, standalone operations and consolidating them 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 — experience with deal P&L, pricing models, ROI assessments, and enterprise discount structures.