MPS Pursuit Lead: Strategic Enterprise Sales Architect

HP; Massachusetts; On-site; USD 132,000 - 194,000; Full time

Benefits offered by this job

Health insurance

Dental insurance

Vision insurance

Long term/short term disability

Employee assistance program

Flexible spending account

Life insurance

Generous time off policies

13 paid holidays

Paid parental leave

Flexible paid vacation and sick leave

Job summary

HP is seeking a Pursuit Engagement Lead to drive complex MPS pursuits from qualification to contract signature and handover, coordinating across Sales, Solution Architecture, Legal, Finance, Delivery, and Customer Success to deliver customer-focused HP solutions.

The role acts as the bridge between cross-functional teams, guiding pricing, governance, and strategic negotiations to close deals while ensuring value delivery for HP and the customer.

Qualifications

• 5+ years of experience in sales, pursuit management, bid management, solution selling, managed services or related professional services environments.
• Experience leading complex commercial opportunities and customer negotiations.
• Experience managing multi-disciplinary teams in customer-facing situations.

Responsibilities

• Lead end-to-end MPS pursuit lifecycle from qualification through contract signature and handover.
• Develop and execute win strategies for competitive pursuits, renewals, amendments, and RFPs.
• Drive pursuit governance activities including OA SOAR and BA SOAR compliance.
• Build and maintain pursuit plans, milestones, risk registers, and customer action plans.
• Facilitate executive reviews and approval processes.
• Conduct win/loss analysis and continuous improvement activities.
• Serve as the primary customer-facing pursuit lead during the sales cycle.
• Lead customer discovery, workshops, presentations, negotiations, and executive briefings.
• Build trusted relationships with procurement, sourcing, finance, operations, IT, and executive stakeholders.
• Guide customers through solution development and contractual discussions.
• Communicate HP value propositions and business outcomes effectively.
• Own opportunity financial governance and commercial strategy.
• Coordinate development of pricing models and business cases.
• Partner with sales teams to maximize profitability while maintaining competitiveness.
• Analyze financial impacts, risks, assumptions, and margin considerations.
• Ensure all pricing approvals and governance requirements are met prior to submission and signature.
• Partner closely with Solution Architects to create innovative customer solutions.
• Ensure solutions align with customer requirements, operational capabilities, service design, and profitability objectives.
• Validate scope, assumptions, service levels, deliverables, and contractual commitments.
• Support development of Statements of Work (SOW), GSOWs, amendments, and customer deliverables.
• Lead contract negotiations with customers and internal stakeholders.
• Manage MSA, SOW, amendment, and legal document development.
• Coordinate review and resolution of customer redlines.
• Partner with Legal, Finance, Sales, Delivery, and Risk functions to drive timely approvals.
• Assess and mitigate contractual, operational, security, compliance, and financial risks.
• Maintain accurate pursuit documentation and system hygiene.
• Ensure required documents are uploaded and maintained in OMS and other approved systems.
• Prepare and deliver comprehensive handover packages to Delivery and Customer Success teams.
• Facilitate smooth transition from sales to implementation and service delivery.
• Drive adoption of HP pursuit best practices, tools, and methodologies.

Skills

Pursuit leadership

Cross-functional collaboration

Executive communication

Negotiation and influence

Program management

Financial modeling

Sales leadership

Proposal management

Education

Bachelor's degree in Business, Finance, Technology, Engineering, Marketing, or related discipline

Job description

HP is seeking a Pursuit Engagement Lead to drive complex MPS pursuits from qualification to contract signature and handover, coordinating across Sales, Solution Architecture, Legal, Finance, Delivery, and Customer Success to deliver customer-focused HP solutions.

The role acts as the bridge between cross-functional teams, guiding pricing, governance, and strategic negotiations to close deals while ensuring value delivery for HP and the customer.