Pursuit Manager, Market Services and Solutions - Central US/Canada

Pursuit Manager, Market Services and Solutions - Central US/CanadaDescription -Accountable for the Total Contract Value (TCV) quota in the territory assigned, this position is responsible for sales development activities, deal qualification, deal strategy, pricing, negotiation and signature of Direct Market Services and Solutions (MSS) contracts across all segments. This individual also ensures that all Direct MSS contracts have the required Terms and Conditions to convert the TCV booked into Revenue and Gross Margin. Key metrics are: TCV, Pricing Margin and Employee Engagement.Business AcumenExperience managing a complex portfolio of annuity services of $100+ million in TCVTrack record of managing large Solution/Services led deals, including combination of multi -business unit/product line, and multi-region engagementsKnowledge of deal P&L, financial concepts and contract lawProven ability in working across organizations to drive the desired resultsCustomer Facing SkillsExperience in developing executive level customer relationships, including effective negotiation, presentation and communication skills at executive levelsDevelops strong customer relationships at executive levels and strives to become a trusted advisor for key customersServes as HP representative making business decisions and assuming contractual commitments for the Market Services and Solutions businessRepresents HP in customer engagements/eventsManages customer escalations effectively and drives issues to resolutionLeadership SkillsLeads and manages according to the HP Leadership Principles and PracticesBuilds positive and collaborative relationships with other organizations within HPDevelops and qualifies internal/external talent pool and recruits individuals with skills and potential to contribute to the businessCoaches and mentors team members and supports their career development plansEncourages the adoption of the “Challenger Sales Model” for Service/Solution led sellingPrioritizes and accelerates decision making processes by analyzing the available informationDemonstrated ability to lead teams through major changes (organizational/business model changes). Acts as a change agentManaged Services KnowledgeEnsures compliance with all the processes and procedures related to the Market Services and Solutions cycleUnderstands the market dynamics and trends. Prioritizes and makes timely investments and resource allocation based on available market data and business climateKnows the main solution providers (partners, competitors) and their strengths and weaknessesUnderstands customer business problems and identifies potential solutions within HP’s solutions portfolio. Has general knowledge of Pan-HP industry solutionsJob -SalesSchedule -Full timeShift -No shift premium (United States of America)Travel -25%Relocation -NoEEO Tagline - HP Inc. is EEO F/M/Protected Veteran/ Individual with Disabilities.