Digital Services Pursuit Manager - HP

Description -

Role Overview

The Digital Services (DS) Pursuit Manager is a senior strategic leader responsible for building, operationalizing, and scaling HP 's Digital Services business into a unified global operating organization. Today, HP 's Digital Services portfolio — spanning WXP Fleet, WXP Collab, WXP Print, Security Protect & Trace, and related offerings — has been built and acquired across multiple standalone business units. This role will consolidate those businesses into a single, cohesive program by defining how we package, sell, price, contract, manage, and govern enterprise software subscriptions at scale.

This is a build-from-scratch leadership role . The DS Pursuit Manager will architect the HP Enterprise Subscription Program, create the enterprise license agreement (EA) framework, and stand up the pursuit motion that embeds Digital Services into every managed services engagement — driving consistency, speed, and scalable revenue growth across HP 's largest enterprise accounts.

Core Responsibilities

Program Design & Operationalization

Build the HP Enterprise Subscription Program — define the commercial construct, packaging, entitlements, and ordering model that provides a ONE HP mechanism for customers to procure enterprise software subscriptions across the full Digital Services portfolio.

Create enterprise license agreements (ELAs) and standardized addendums to existing managed services contracts (MPS, MDS, MCS) that enable flexible, multi-year enterprise software subscriptions.

Design the pricing and enterprise discount framework — develop tiered pricing models, volume discount structures, and deal governance guidelines that balance competitiveness with margin protection.

Establish the end-to-end pursuit motion for Digital Services — from opportunity identification, deal shaping, and proposal development through contract negotiation and signature.

Cross-Functional Leadership & Stakeholder Management

Serve as the central business owner for the DS Pursuit motion, partnering closely with Legal (contracting), Finance (pricing and invoicing), Category/GBU (offer definition), Sales (field enablement), and executive leadership to align and execute.

Drive cross-organizational alignment across MPS, MDS, MCS, and Digital Services Pursuit teams to ensure enterprise subscription is systematically embedded into every eligible managed services deal.

Interact with and influence senior executives, legal counsel, category leaders, and finance partners to secure alignment on deal structures, commercial terms, and program governance.

Coordinate with external software partners — both relabeled and OEM-branded — to ensure partner alignment within the enterprise agreement framework.

Sales Enablement & Growth Execution

Support the Digital Services sales motion by enabling field teams wi