Strategic Pursuit Lead: Outcomes & Deals

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

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.