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 structures.

Key Competencies

• Enterprise Deal Structuring — Ability to architect complex commercial agreements that span multiple product lines, contract types, and business units.

• Cross-Functional Influence — Proven ability to align and drive outcomes across Sales, Legal, Finance, Category, and Executive stakeholders without direct authority.

• Program/Business Building — Experience standing up new functions, defining processes, and operationalizing at speed in ambiguous, fast-moving environments.

• Strategic Thinking & Execution — Balances long-term vision (building the program) with near-term action (embedding in in-flight deals and active renewals).

• Customer-Centric Mindset — Understands that the goal is to simplify the customer experience, not add internal complexity.

• Data-Driven Decision Making — Leverages analytics, KPIs, and operational data to drive accountability and continuous improvement.

• Communication & Executive Presence — Can articulate vision, influence decisions, and present to senior leadership with clarity and confidence.

Why This Role Matters

This role is the engine behind HP's shift from fragmented, product-by-product software selling to a unified, enterprise-scale Digital Services business. By building the program, the commercial framework, and the pursuit motion, the DS Pursuit Manager will directly enable HP to compete as customers and the market move toward standardized enterprise subscription models. If we don't build this, we continue to operate with inconsistent deal structures, missed attach opportunities, and limited ability to scale — and we risk losing relevance. 

The base pay range for this role is $185,700 - $274,800 annually with 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

  • 11 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.

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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).

Please be assured that you will not be subject to any adverse treatment if you choose to disclose the information requested. This information is provided voluntarily. The information obtained will be kept in strict confidence.

For more information, review HP’s EEO Policy or read about your rights as an applicant under the law here: “Know Your Rights: Workplace Discrimination is Illegal"