Pre-Sales Engagement Lead

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.