Job Information
HP Inc. Sales and Pursuit Engagement Lead in Vancouver, Washington
This role can be located anywhere in the US. Open to Canada for the right candidate.
Job Summary
We are currently looking for a Sales and Engagement Lead to join our Global Services & Solution - Global T1 Sales & Pursuit team to lead services engagements throughout the entire sales and presales lifecycle: customer assessment, business case, solution development, risk mitigation, deal pricing, contract settlement, and transition to delivery.
The successful candidate will be responsible for developing and closing opportunities within a list of Strategic Global accounts T1.
The scope of the role includes but is not limited to: Managed Print Services, Managed Device Services, Managed Collaboration Services and overall Managed Workplace Services.
The opportunity is open in any location in North America.
As a Services and Solution Sales you will lead:
Partner with account General Manager to develop Services and Solutions on listed accounts.
Responsible for the definition and articulation of the business case and the value proposition.
Organize Customer workshops.
Consult during identification phase via account business planning activities.
Interface with External customers up to "CxO" level.
What an Engagement Lead does at HP:
Lead the Deal Pursuit as a member of the Virtual Account Team, providing consultative support to qualified deals.
Develop and execute a pursuit plan to drive opportunities from qualify to Develop & Propose, Negotiate & Close phases for domestic and global outbound deals.
relationship management with Internal customers.
Manage deal resources and get the best use of their utilization.
Define a compelling and competitive business case for the customer.
Drive the overall Pursuit, including pricing strategy, SOW, and MSA negotiation, and deal closure.
Understand acceptable business decisions, pricing tool calculations, and delivery capabilities.
Follow compliance during the different phases of the execution process.
Review qualified deals, evaluate chances of winning and drive solution tactics that enable our chances of winning.
Obtain Business approvals for revenue, profit, and risk; drive escalation where needed.
Ensure deal turn-around time and output quality.
Customer presentations and content.
Communication to internal executives & teams, including review processes.
Identify proper risk management e.g. SOAR.
Consult with Delivery Assurance Manager/Delivery, the account relationship lead, throughout the pursuit cycle.
Act as subject matter expert, providing direction and guidance to process improvements as well as establishing policies.
Individuals who do well in this role at HP, usually possess:
Bachelor or Master's degree.
At least five years of experience in outsourcing or 'as a services business.'
Experience in complex deal pursuits and engagement.
Expertise in selling, closing.
Industry knowledge in a managed and digital workplace.
Complex problem-solving skills.
Strong communication skills.
Fluent in English.
Working Conditions:
This role is on a 80-20 Sales mix with a target based on signed ACV (Annual contract value)
This role may require travel to different company sites and vendor/customer locations globally.
Flexibility to accommodate different time zones for negotiations and communications.
Disclaimer
- This job description describes the general nature and level of work performed in this role. It is not intended to be an exhaustive list of all duties, skills, responsibilities, knowledge, etc. These may be subject to change and additional functions may be assigned as needed by management.
Our compensation reflects the cost of labor across several U.S. geographic markets, and we pay differently based on those defined markets. The typical base pay range for this role across the U.S. is $146,400.00 -- $225,450.00 annually with additional opportunities for pay in the form of bonus and/or equity. Pay within this range varies by work location and may also depend on job-related knowledge, skills, and experience. Your recruiter can share more about the specific salary range for the job location during the hiring process.
Equal Opportunity Employer (EEO):
HP, Inc. provides equal employment opportunity to all employees and prospective employees, without regard to race, color, religion, sex, national origin, ancestry, citizenship, sexual orientation, age, disability, or status as a protected veteran, marital status, familial status, physical or mental disability, medical condition, pregnancy, genetic predisposition or carrier status, uniformed service status, political affiliation or any other characteristic protected by applicable national, federal, state, and local law(s).