Engagement Lead, Managed Print Services

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.

• 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 effectively.

• 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.

• 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.

• 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.

• 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.

• Bachelor's degree in Business, Finance, Technology, Engineering, Marketing, or a related discipline, or equivalent professional experience.

• 5+ years of experience in sales, pursuit management, bid management, solution selling, managed services, outsourcing, or related professional services environments.
• Experience…