Pre-Sales Engagement Lead

This role is responsible for pursuit strategy deal structuring and commercial negotiations. They lead end-to-end opportunity lifecyclesfrom early qualification through contract signature and transition to deliveryensuring 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 HPs 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 HPs 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 HPs 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

• Bachelors or Masters 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.