Responsible for sales development activities, deal qualification, deal strategy, pricing, negotiation, and signature of direct managed print services contracts across all segments. **_Responsibilities: _** - Consult during identification phase via account business planning activities - Responsible for managed print services qualification, sales strategy, business development and pursuit team leadership, pricing strategy, SOW and MSA negotiation and deal closure - Responsible for understanding acceptable MSA business decisions, pricing tool calculations and delivery capabilities - Accountable for pursuit team including pursuit project plan, assessment, solution, RFP response, proposal, pricing and calculations, SOW, MSA business decisions, delivery & operations requirements and business decisions including revenue, profit and risk - Responsible for the definition and articulation of the business case and the value proposition - Communicates to external and internal executives & teams, including sales and business case presentations, deal close presentations and account review processes - Leads the sales process of MPS solutions, including ongoing qualification of the opportunity throughout the deal lifecycle - Leads MPS contract negotiation and facilitates cross-functional discussions leading to timely close and successful outcomes - Influences HP’s MPS portfolio with customer-specific feedback on complex opportunities to enhance HP’s value proposition - Applies program/project management methods and processes to define, plan, track, escalate to ensure successful pursuit - Demonstrates leadership and initiative in successfully driving the HP team through the pursuit cycle - Conceptualizes and articulates well-targeted solutions considering HP position and competitive landscape from proposal to contract signature **_ Knowledge and Skills: _** - Knowledge of full MPS portfolio (hardware, services, software solutions including security and cloud offerings) - Understanding of competitive MPS offerings; capability to present MPS value proposition impactfully to customers - Understanding of MPS sales and delivery processes Knowledge of MPS contract and approval of exception items **_Impact and Scope: _** - Carries TCV quota of $25M-$35M - Opportunities are national, multi-national, or global in scope **_ Complexity:_** - Moderate to high - Customers are typically multi-million dollars companies **_ Education and Experience: _** - Bachelor's degree in relevant area or demonstrated competence. Typically 6-8 years of experience