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Role Summary The Managed Services Sales Specialist is responsible for driving high‑value Managed Services Total Contract Value (TCV) through the identification, shaping, and closure of multi‑year, outcome‑based managed services deals.
This role leads consultative selling of Managed Services portfolios (including MDS, workplace, lifecycle, and digital managed services), owning the deal end‑to‑end—from early demand shaping through contract signature and handover—while partnering closely with Account Teams, Solution Architects, Pursuit, and Delivery stakeholders.
Key Responsibilities
TCV & Revenue Ownership
- Own and deliver Managed Services TCV targets, with strong focus on multi‑year, annuity‑based contracts.
- Build, manage, and convert a robust Managed Services pipeline through proactive account planning and early customer engagement.
- Drive disciplined deal execution ensuring revenue quality, margin protection, and long‑term contract sustainability.
Consultative & Outcome‑Based Selling
- Engage CIOs, IT Heads, Procurement, and Business stakeholders to position Managed Services as a strategic operating model, not a transactional add‑on.
- Articulate customer value across cost optimisation, productivity, governance, security, sustainability, and service experience.
- Influence customer requirements and RFPs toward HP’s managed services value propositions.
Deal Shaping & Pursuit Leadership
- Lead opportunity qualification, solution shaping, commercials, and value justification for Managed Services deals.
- Partner with Solution Architects, Engagement Leads, and Pursuit teams to design scalable, standardised, and compliant managed service solutions.
- Own deal governance including OA/SOAR approvals, pricing, risk assessments, and contractual alignment.
Cross‑Functional Orchestration
- Work closely with Account Managers, Managed Services Delivery, Finance, Legal, and Operations teams to ensure deal readiness.
- Support integrated deals combining Managed Services with hardware, software, or professional services where required.
- Ensure smooth transition from sales to delivery with clear ownership of deal intent and customer outcomes.
Customer Expansion & Lifecycle Growth
- Maintain senior‑level customer relationships post‑signature to drive renewals, extensions, and incremental TCV.
- Identify expansion opportunities within existing managed services contracts to increase scope, value, and stickiness.
Required
Qualifications & Experience
- 8–12+ years of experience in Managed Services, IT Services, or Solutions Sales.
- Proven track record of closing large, complex, multi‑year managed services deals.
- Strong understanding of enterprise buying cycles, RFPs, and outcome‑based / annuity service models.
- Experience engaging CXO and senior IT leadership.
Preferred
- Experience with Device as a Services, or workplace / digital managed services.
- Exposure to Services Pursuit, Engagement Lead, or hybrid Services Principal roles.
- Strong understanding of services delivery economics, risk, and profitability.
- Relevant services or solution sales certifications.
Key Skills & Competencies
- TCV‑driven managed services selling
- Outcome‑based value articulation
- Deal shaping, negotiation & closure
- Financial & commercial acumen
- Senior stakeholder influence
- Cross‑functional leadership
- Executive‑level communication
Success Measures
- Achievement of Managed Services TCV and margin targets
- Pipeline health and conversion efficiency
- Deal quality and contract sustainability
- Customer satisfaction, renewals, and expansion TCV
- Compliance with governance and delivery readiness