Pursuit Engagement Lead

HP; Glasgow; On-site; GBP 70,000 - 100,000; Full time

Job summary

HP engages to appoint an Engagement Lead who will drive customer-facing support on qualified opportunities, guiding the pursuit from qualification to closure and coordinating internal and external teams. The role focuses on defining customer outcomes, seeking competitive pricing by applying best practices, and ensuring smooth transitions to delivery.

The position requires strong relationship-building, financial acumen, and bid-management experience within IT services sales.

Qualifications

• 5+ years in consultative IT services sales or pursuit management.
• Experience leading cross-functional teams and managing complex sales pursuits.
• Familiarity with SOW writing, contract terms, and legal/financial principles.
• Experience in customer engagement and opportunity governance.

Responsibilities

• Deliver outcome-based sales strategies focused on process automation and workfo (typo in source)
• Qualify deals for pursuit resources, evaluate chances of winning, and develop partnerships with business executives to position HP as the preferred vendor.
• Lead bid teams, including assessment, solution, RFP response, proposal, pricing, calculations, SOW, MSA decisions, delivery, and operations requirements.
• Write SOWs, consult with HP Legal on terms, manage reviews with customers, and negotiate through closure.
• Manage the initial stages of client engagement in close collaboration with HP sales and management teams.
• Schedule and present handovers from Pursuit to Delivery/Transition teams, ensuring all required documents are completed.
• Resolve issues arising from handovers that impact the pursuit and manage initial client engagement stages.
• Conduct team kick-offs to align all members on pursuit elements and support solution architects while they create DART/solution/P&L.
• Prepare, request, and present for all SOAR events; assist sales account teams with client presentations and negotiations.
• Update pursuit stage, deal status, and sales stage in OMS; communicate with internal executives and teams, including review processes.
• Make business decisions including revenue, profit, and risk assessments.

Skills

Stakeholder management

Sales strategy

Relationship building

Financial acumen

Bid management

Contract knowledge

Education

Bachelor's degree (preferred)

Job description

Description

The Pursuit Engagement Lead delivers customer-facing assistance on qualified opportunities to facilitate contractual sales, serving as the primary authority for opportunity governance. This role outlines customer outcomes, strives to attain competitive pricing strategies by leveraging best practices, and ensures smooth transitions from pursuit to delivery. The Engagement Lead coordinates internal and external cross-functional teams, manages the pursuit cycle from qualification to closure, and acts as a trusted advisor to both clients and internal stakeholders.

Key Responsibilities

• Deliver outcome-based sales strategies focused on process automation and workfo
• Qualify deals for pursuit resources, evaluate chances of winning, and develop partnerships with business executives to position HP as the preferred vendor.
• Lead bid teams, including assessment, solution, RFP response, proposal, pricing, calculations, SOW, MSA business decisions, delivery, and operations requirements.
• Write SOWs, consult with HP Legal on legal terms, manage reviews with customers, and negotiate through closure.
• Manage the initial stages of client engagement in close collaboration with HP sales and management teams.
• Schedule and present handovers from Pursuit to Delivery/Transition teams, ensuring all required documents are completed.
• Resolve issues arising from handovers that impact the pursuit and manage initial client engagement stages.
• Conduct team kick-offs to align all members on pursuit elements and support solution architects while they create DART/solution/P&L.
• Prepare, request, and present for all SOAR events; assist sales account teams with client presentations, clarifications, and commercial negotiations.
• Update pursuit stage, deal status, and sales stage in OMS; communicate with internal executives and teams, including review processes.
• Make business decisions including revenue, profit, and risk assessments.
• Undertake any other duties required to assist in the successful operation of the department.

rce transformation for customers.

Knowledge & Skills

• Strong understanding of a modern IT (services) ecosystem and HP’s Outcome Based Sales value proposition and offerings.
• Ability to develop strong relationships with influencers and decision-makers.
• Solid understanding of financial principles, including revenue, profit, and risk management.
• Excellent communication and presentation skills for both internal and external stakeholders.
• Analytical and organizational skills for coordinating teams, managing timelines, and ensuring deal completion.
• Experience in bid management, solution development, and proposal creation.
• Ability to conduct analysis and create presentations to facilitate key meetings with client stakeholders.
• Proactive business development, collaboration, accountability, and follow-through to deal closure.

Education & Experience & Qualifications Recommended

• Experience: 5+ years’ experience in consultative sales, preferably in IT services, solution sales, or pursuit management.
• Education: Bachelor’s degree is preferred but not required.
• Qualifications:
  • Proven experience in leading cross-functional teams and managing complex sales pursuits.
  • Familiarity with contractual sales, SOW writing, and legal/financial principles.
  • Experience in customer engagement and opportunity governance.

About HP

HP creates new possibilities for technology to have a meaningful impact on people, businesses, governments and society. The world’s largest technology company and ranked 10 on the Fortune 500 list for 2012, HP brings together a portfolio that spans printing, personal computing, software, services and IT infrastructure to serve more than 1 billion customers in over 170 countries on six continents. HP invents, engineers, and delivers technology solutions that drive business value, create social value, and improve the lives of our clients.

Please note the above statements describe the general nature and level of work only. They are not a complete list of all required responsibilities, duties and skills. Other duties may be added, or this description amended at any time

Job

Sales

Schedule

Full time

Shift

No shift premium (United Kingdom)

Travel

75%

Relocation

Not Specified

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).

Please be assured that you will not be subject to any adverse treatment if you choose to disclose the information requested. This information is provided voluntarily. The information obtained will be kept in strict confidence.

For more information, review HP’s EEO Policy or read about your rights as an applicant under the law here: "Know Your Rights: Workplace Discrimination is Illegal"