Digital Services Pursuit Manager

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Digital Services Pursuit Manager Description - Role Overview The Digital Services (DS) Pursuit Manager is a senior strategic leader responsible for building, operationalizing, and scaling HP's Digital Services business into a unified global operating organization. Today, HP's Digital Services portfolio - spanning WXP Fleet, WXP Collab, WXP Print, Security Protect & Trace, and related offerings - has been built and acquired across multiple standalone business units. This role will consolidate those businesses into a single, cohesive program by defining how we package, sell, price, contract, manage, and govern enterprise software subscriptions at scale. This is a build-from-scratch leadership role . The DS Pursuit Manager will architect the HP Enterprise Subscription Program, create the enterprise license agreement (EA) framework, and stand up the pursuit motion that embeds Digital Services into every managed services engagement - driving consistency, speed, and scalable revenue growth across HP's largest enterprise accounts. Core Responsibilities Program Design & Operationalization 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. Cross-Functional Leadership & Stakeholder Management 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. Sales Enablement & Growth Execution 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. Governance, Process & Continuous Improvement 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. Education & Experience 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 structur

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