Managed Services Sales Specialist – TCV Growth

Managed Services Sales Specialist – TCV Growth

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

• 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.

Qualifications & Experience

Required

• 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