Channel Business Development Manager - Managed Print Services

The Channel Business Development Manager – Managed Print Services is responsible for driving growth, profitability, and customer adoption of HP’s Managed Print Services portfolio across assigned accounts and territories. This role leads the end‑to‑end MPS sales lifecycle—from opportunity identification and solutioning through deal closure and contractual handover—working closely with Account Managers, Solution Architects, and Delivery teams.

The role focuses on outcome‑based selling, helping customers optimise print environments, improve operational efficiency, reduce costs, and advance sustainability goals through HP’s MPS offerings.

• Own and drive MPS sales targets (TCV, revenue, margin) for assigned accounts and territory.
• Identify, qualify, and convert new MPS opportunities using a consultative, value‑led selling approach.
• Lead the full MPS deal lifecycle including discovery, solution design, pricing, commercial structuring, and contract closure.
• Build and maintain a strong MPS pipeline through proactive demand generation and account planning.

• Engage CXO‑level, IT, Procurement, and Business stakeholders to position MPS as a strategic transformation lever.
• Articulate and quantify customer value related to cost optimisation, productivity, security, governance, and sustainability.
• Influence customer RFPs and shape requirements to align with HP MPS value propositions.

• Collaborate closely with Solution Architects, Engagement Leads, and Pursuit teams to design compliant, competitive MPS solutions.
• Ensure solutions align with HP MPS standards, risk frameworks, and commercial guidelines.
• Drive internal approvals (OA/SOAR, pricing, risk) and manage cross‑functional stakeholders through deal closure.

• Work with channel partners, distributors, and internal delivery teams to execute MPS deals successfully.
• Support partner‑led MPS while retaining ownership of customer outcomes and commercial governance.

• Ensure smooth handover of sold contracts to delivery and operations teams.
• Maintain ongoing engagement with customers during the contract lifecycle for growth, renewals, and upsell opportunities.
• Monitor contract performance, customer satisfaction, and risk indicators in collaboration with delivery teams.

• 6–10+ years of experience in B2B solution selling, with strong exposure to MPS, print services, managed services, or IT services.
• Proven track record in closing complex, multi‑year contractual deals.
• Strong understanding of enterprise buying processes, RFPs, and procurement models.
• Experience engaging senior customer stakeholders (IT Heads, CIOs, Procurement Leaders).

• Consultative & outcome‑based selling
• Business value articulation & financial modelling
• Stakeholder management and influence
• Deal shaping, negotiation, and closure
• Cross‑functional collaboration
• Strong communication and presentation skills
• High ownership, accountability, and execution focus

• Achievement of MPS revenue and margin targets
• Pipeline health and conversion rates
• Customer satisfaction and contract retention
• Quality and compliance of contracted deals
• Contribution to strategic account growth

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"