Pre-Sales Engagement Lead

At HP, the Pre-Sales Engagement Lead is a senior strategic leader responsible for shaping, leading, and closing the organization’s most complex and high-value managed print services (MPS) pursuits. This role operates at enterprise scale, influencing multi-million-dollar deals and driving alignment across customer priorities, commercial strategy, and delivery capabilities.

This role is responsible for pursuit strategy, deal structuring, and commercial negotiations. They lead end-to-end opportunity lifecycles—from early qualification through contract signature and transition to delivery—ensuring that each engagement is positioned for long-term success, profitability, and customer value realization.

This role requires deep expertise in solution selling, financial modeling, and cross-functional orchestration, with the ability to operate effectively in highly complex, matrixed environments. While not a direct people manager, this individual serves as a functional leader, guiding global teams, influencing executive stakeholders, and driving accountability across the organization.

Core Responsibilities

• Lead the strategy, development, and execution of HP’s most complex and strategic MPS pursuits, typically involving large, multi-year agreements and enterprise customers.
• Own the end-to-end pursuit lifecycle, including opportunity qualification, solution strategy, pricing, contract negotiation, and seamless handover to delivery organizations.
• Define compelling, customer-centric value propositions that align HP’s capabilities with client business objectives and long-term transformation goals.
• Drive cross-functional alignment across sales, finance, legal, delivery, product, and operations to deliver cohesive, competitive, and scalable solutions.
• Lead complex financial modeling, including ROI, TCO, and profitability analysis, to support informed decision-making and competitive deal positioning.
• Serve as the primary owner of deal governance, ensuring alignment across scope, risk, margin, and contractual commitments.
• Negotiate contract terms and commercial structures, balancing customer requirements with HP’s financial and operational objectives.
• Provide executive-level communication on pursuit status, risks, financial impacts, and key decision points to senior leadership.
• Identify, assess, and mitigate risks across technical, commercial, and operational dimensions throughout the pursuit lifecycle.
• Drive continuous improvement of pursuit processes, tools, and best practices, contributing to organizational capability building and operational excellence.
• Mentor and guide junior team members and peers, elevating overall pursuit execution maturity across the organization.

Impact & Scope

• Leads high-value pursuits typically ranging from $500K to $100M+, with significant impact on revenue, margin, and customer relationships.
• Influences strategy and execution across large, cross-division teams and global stakeholders.
• Serves as a key contributor to account strategy, pipeline development, and long-term growth initiatives.

Key Capability Areas

• Strategic Pursuit Leadership
• Complex Deal Structuring & Negotiation
• Solution Development & Pricing Strategy
• Financial Modeling & Business Case Development
• Stakeholder & Executive Engagement
• Contract & Risk Management
• Opportunity-to-Delivery Transition

Education & Experience

• Bachelor’s or Master’s degree in Business, Finance, Engineering, or a related field, or equivalent experience.
• 5-10 years of experience in pre-sales, pursuit management, deal strategy, or business development in managed services, SaaS, or technology environments.
• Proven track record leading large, complex, cross-functional deals with material financial impact.
• Demonstrated experience managing enterprise-level negotiations and contract execution.

Preferred Qualifications

• Deep expertise in Managed Print Services (MPS) or adjacent managed services offerings.
• Strong understanding of enterprise customer requirements, outsourcing models, and digital transformation trends.
• Exceptional executive presence with the ability to influence and align senior stakeholders across technical and commercial domains.
• Experience working in highly matrixed, global organizations.

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.

The on-target earnings (OTE) range for this role is $ 128,000 to $188,000 annually, with a 80/20 (salary/incentive) mix. There are additional opportunities for pay in the form of bonus and/or equity (applies to US candidates only). Pay varies by work location, job-related knowledge, skills, and experience.

Benefits

HP offers a comprehensive benefits package for this position, including:

• Health insurance
• Dental insurance
• Vision insurance
• Long term/short term disability insurance
• Employee assistance program
• Flexible spending account
• Life insurance
• Generous time off policies, including;
• 4-12 weeks fully paid parental leave based on tenure
• 13 paid holidays
• Additional flexible paid vacation and sick leave (US benefits overview)
  

The compensation and benefits information is accurate as of the date of this posting. The Company reserves the right to modify this information at any time, with or without notice, subject to applicable law.