Digital Services Pursuit Manager

Pursuit Manager driving HP's Digital Services business expansion and architecting enterprise subscription programs. Leading strategic initiatives for a unified global operating organization.

Posted 6/19/2026full-timeSpring • Texas • 🇺🇸 United StatesSeniorLead💰 $185,700 - $274,800 per yearWebsite

About the role

Key responsibilities & impact

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.
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.
Support the Digital Services sales motion by enabling field teams with tools, playbooks, pricing guidance, and deal-structuring expertise so they can confidently position enterprise subscriptions with customers.
Ensure entitlement in every managed services deal — build the process and governance to systematically attach Digital Services to all new and renewal opportunities.
Drive proactive deal shaping across targeted segments (GT1, active renewals, in-flight deals) where HP has the highest leverage to establish the EA model at scale.
Develop and manage the DS Pursuit pipeline — track KPIs including EA attach rate, TCV, pipeline growth, win rate, and software adoption metrics.
Define program governance — establish decision rights, approval workflows, deal escalation paths, and accountability structures for the enterprise subscription program.
Extend the operational rigor, data analytics, and capacity management best practices proven in MPS Pursuit to the DS Pursuit organization.
Build repeatable, scalable processes that reduce long-term deal complexity by standardizing structures and enabling faster, more predictable execution.
Manage contract lifecycle — oversee creation, negotiation, and execution of enterprise agreements, addendums, and change orders in coordination with Legal and Finance.

Requirements

What you’ll need

Four-year or graduate degree in Business Administration, Sales, Marketing, Finance, or a related discipline — or equivalent work experience and demonstrated competence.
10+ years of experience in enterprise sales, pursuit/deal management, program management, or software/services commercial operations, ideally within a global technology or services organization.
Proven track record of building programs or businesses from the ground up — taking fragmented, standalone operations and consolidating them into a unified, scalable operating model.
Deep experience with enterprise license agreements, subscription/SaaS commercial models, and complex multi-year contractual engagements.
Strong financial acumen — experience with deal P&L, pricing models, ROI assessments, and enterprise discount structures.

Benefits

Comp & perks

Health insurance
Dental insurance
Vision insurance
Long term/short term disability insurance
Employee assistance program
Flexible spending account
Life insurance
Generous time off policies, including; 4-12 weeks fully paid parental leave based on tenure
11 paid holidays
Additional flexible paid vacation and sick leave

ATS Keywords

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Applicant Tracking System Keywords

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Hard Skills & Tools

enterprise license agreementssubscription modelsSaaS commercial modelspricing modelsdeal governancecontract negotiationdata analyticscapacity managementKPI trackingprogram governance

Soft Skills

cross-organizational alignmentinfluencing senior executivesstakeholder managementprocess developmentdeal shapingcommunicationleadershipcollaborationstrategic thinkingproblem-solving