Managed Services Sales Specialist – TCV Growth

Description -

Role Summary

The Managed Services Sales Specialistis responsible for driving highvalue Managed Services Total Contract Value (TCV)through the identification shaping and closure of multiyear outcomebased managed services deals.

This role leads consultative selling of Managed Services portfolios(including MDS workplace lifecycle and digital managed services) owning the deal endtoendfrom early demand shaping through contract signature and handoverwhile partnering closely with Account Teams Solution Architects Pursuit and Delivery stakeholders.

Key Responsibilities

TCV & Revenue Ownership

• Own and deliver Managed Services TCV targets with strong focus on multiyear annuitybased contracts.
• Build manage and convert a robust Managed Services pipelinethrough proactive account planning and early customer engagement.
• Drive disciplined deal execution ensuring revenue quality margin protection and longterm contract sustainability.

Consultative & OutcomeBased Selling

• Engage CIOs IT Heads Procurement and Business stakeholders to position Managed Services as a strategic operating model not a transactional addon.
• Articulate customer value across cost optimisation productivity governance security sustainability and service experience.
• Influence customer requirements and RFPs toward HPs managed services value propositions.

Deal Shaping & Pursuit Leadership

• Lead opportunity qualification solution shaping commercials and value justification for Managed Services deals.
• Partner with Solution Architects Engagement Leads and Pursuit teams to design scalable standardised and compliant managed service solutions.
• Own deal governance including OA/SOAR approvals pricing risk assessments and contractual alignment.

CrossFunctional Orchestration

• Work closely with Account Managers Managed Services Delivery Finance Legal and Operations teams to ensure deal readiness.
• Support integrated deals combining Managed Services with hardware software or professional services where required.
• Ensure smooth transition from sales to delivery with clear ownership of deal intent and customer outcomes.

Customer Expansion & Lifecycle Growth

• Maintain seniorlevel customer relationships postsignature to drive renewals extensions and incremental TCV.
• Identify expansion opportunities within existing managed services contracts to increase scope value and stickiness.

Qualifications & Experience

Required

• 812 years of experience in Managed Services IT Services or Solutions Sales.
• Proven track record of closing large complex multiyear managed services deals.
• Strong understanding of enterprise buying cycles RFPs and outcomebased / annuity service models.
• Experience engaging CXO and senior IT leadership.

Preferred

• Experience with Device as a Services or workplace / digital managed services.
• Exposure to Services Pursuit Engagement Lead or hybrid Services Principal roles.
• Strong understanding of services delivery economics risk and profitability.
• Relevant services or solution sales certifications.

Key Skills & Competencies

• TCVdriven managed services selling
• Outcomebased value articulation
• Deal shaping negotiation & closure
• Financial & commercial acumen
• Senior stakeholder influence
• Crossfunctional leadership
• Executivelevel communication

Success Measures

• Achievement of Managed Services TCV and margin targets
• Pipeline health and conversion efficiency
• Deal quality and contract sustainability
• Customer satisfaction renewals and expansion TCV
• Compliance with governance and delivery readiness

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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).

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For more information review HPsEEO Policy or read about your rights as an applicant under the law here: Know Your Rights: Workplace Discrimination is Illegal