Responsible for sales development activities, deal qualification, deal strategy, pricing, negotiation, and signature of direct managed print services contracts across all segments.

　　Responsibilities:

　　Consult during identification phase via account business planning activities

　　Responsible for managed print services qualification, sales strategy, business development and pursuit team leadership, pricing strategy, SOW and MSA negotiation and deal closure

　　Responsible for understanding acceptable MSA business decisions, pricing tool calculations and delivery capabilities

　　Accountable for pursuit team including pursuit project plan, assessment, solution, RFP response, proposal, pricing and calculations, SOW, MSA business decisions, delivery & operations requirements and business decisions including revenue, profit and risk

　　Responsible for the definition and articulation of the business case and the value proposition

　　Communicates to external and internal executives & teams, including sales and business case presentations, deal close presentations and account review processes

　　Leads the sales process of MPS solutions, including ongoing qualification of the opportunity throughout the deal lifecycle

　　Leads MPS contract negotiation and facilitates cross-functional discussions leading to timely close andsuccessful outcomes

　　Knowledge and Skills:

　　Knowledge of full MPS portfolio (hardware, services, software solutions including security and cloud offerings)

　　Understanding of competitive MPS offerings; capability to present MPS value proposition impactfully to customers

　　Understanding of MPS sales and delivery processes

　　Knowledge of MPS contract and approval of exception items

　　Impact and Scope:

　　Carries TCV quota of $15M-$20M

　　Opportunities are national or multi-national in scope

　　Complexity:

　　Moderate

　　Customers are typically multi-million dollars companies

　　Education and Experience:

　　Bachelor's degree in relevant area or demonstrated competence. Typically 4-6 years of experienceAbout HP

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