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

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 $15M-$20M
• Opportunities are national or multi-national in scope

Complexity:

• Moderate
• Customers are typically multi-million dollars companies

Education and Experience:

• Bachelor's degree in relevant area or demonstrated competence. Typically 4-6 years of experience

About HP

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