Description -

Job Summary

The Global Service Principal (GSP) is responsible for leading strategic pursuit activities across the complete Global Services & Solutions (GSS) portfolio in the Tier 1 DACH market.

The role covers Managed Collaboration Services (MCS), Managed Print Services (MPS), Managed Device Services (MDS) software, Security, and related services and solutions. The GSP leads pursuits from qualification, strategy, and solution development through commercial decision-making, contract negotiation, and deal closure.

Working closely with customers, account teams, solution architects, finance, legal, delivery, and other cross-functional stakeholders, the GSP develops compelling value propositions and business cases aligned to customer needs. The role also contributes to market development, account planning, lead identification, pursuit excellence, and the continuous improvement of the GSS sales process.

Responsibilities

• Leads qualification, sales strategy, business development, and pursuit execution across the full GSS portfolio, including MCS, MPS, MDS software, Security, and related services.

• Owns and coordinates end-to-end pursuit activities, including planning, governance, solution assessment, commercial strategy, pricing, risk evaluation, and business decision-making.

• Partners with account teams during lead identification, opportunity shaping, and account business planning.

• Acts as a trusted advisor to customers by understanding their business priorities, operational challenges, technology environment, and transformation objectives.

• Defines compelling, differentiated value propositions and articulates the business case in alignment with customer requirements.

• Analyzes complex financial models, conducts ROI and value assessments, and supports decisions for deals with significant financial impact.

• Leads customer engagements, sales processes, contract negotiations, and cross-functional discussions to drive successful outcomes.

• Orchestrates integrated solutions across multiple GSS capabilities and ensures that the proposed solution is commercially viable, operationally deliverable, and aligned with customer expectations.

• Maintains a strong understanding of industry trends, market dynamics, customer needs, competitive developments, and emerging technologies relevant to the GSS portfolio.

• Identifies opportunities to develop innovative pursuit strategies and strengthen the organization’s market position in DACH.

• Applies program and project management methods to define, plan, track, govern, and escalate complex pursuits.

• Ensures clear ownership, decision-making, risk management, and executive communication throughout the pursuit lifecycle.

• Optimizes pursuit processes, promotes best practices, and contributes to continuous improvement of sales effectiveness.

• Shares expertise and mentors junior team members and colleagues involved in complex pursuits.

• Builds strong relationships with customers, account teams, partners, and senior internal stakeholders.

• Travels regularly within the DACH region and internationally as required to support customers, pursuits, workshops, negotiations, and internal business activities.

Education & Experience Recommended

• Typically 10+ years of experience in complex solution sales, business development, managed services, technology services, consulting, or a related field.

• Demonstrated experience leading complex, multi-stakeholder pursuits from qualification through contract negotiation and closure.

• Experience working across multiple solution areas, preferably including managed services, workplace or print services, software, security, connectivity, or digital transformation.

• Experience developing financial models, ROI assessments, commercial proposals, and executive-level business cases.

• Experience working in a matrixed, multinational organization is preferred.

Preferred Certifications
NA

Knowledge & Skills

• Strong commercial acumen, including pricing, financial modelling, ROI analysis, and contract negotiations.

• Ability to develop customer-focused solutions, value propositions, and business cases.

• Strong pursuit, program/project management, planning, and governance skills.

• Excellent communication, presentation, negotiation, and stakeholder-management skills.

• Ability to operate effectively in complex, cross-functional, and international environments.

• Fluent professional English required; German language skills preferred for the DACH market.

Cross-Org Skills

• Effective Communication

• Results Orientation

• Learning Agility

• Digital Fluency

• Customer Centricity

• Strategic Thinking

• Commercial Acumen

• Influencing Without Authority

• Collaboration and Stakeholder Management

• Executive Presence

Impact & Scope
• Impacts large functions and leads large, cross-division functional teams or projects.

Complexity
• Provides highly innovative solutions to complex problems within established policy.

Disclaimer
• This job description describes the general nature and level of work performed in this role. It is not intended to be an exhaustive list of all duties, skills, responsibilities, knowledge, etc. These may be subject to change and additional functions may be assigned as needed by management.

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Equal Opportunity Employer (EEO) - 

HP, Inc. provides equal employment opportunity to all employees and prospective employees, without regard to race, color, religion, sex, national origin, ancestry, citizenship, sexual orientation, age, disability, or status as a protected veteran, marital status, familial status, physical or mental disability, medical condition, pregnancy, genetic predisposition or carrier status, uniformed service status, political affiliation or any other characteristic protected by applicable national, federal, state, and local law(s).

Please be assured that you will not be subject to any adverse treatment if you choose to disclose the information requested. This information is provided voluntarily. The information obtained will be kept in strict confidence.

For more information, review HP’s EEO Policy or read about your rights as an applicant under the law here: “Know Your Rights: Workplace Discrimination is Illegal"