MPS Channel Business Development

Job Summary
The Channel Business Development – MPS 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
Responsibilities
Sales & Revenue Growth

• 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.
  

Customer Engagement & Value Creation

• Engage CXO-level, IT, Procurement, and Business stakeholders to position MPS as a strategic transformation lever.

• Articulate and quantify customer value related to cost optimization, productivity, security, governance, and sustainability.
• Influence customer RFPs and shape requirements to align with HP MPS value propositions.
  

Solutioning & Deal Orchestration

• 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.
  

Partner & Ecosystem Collaboration

• 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.
  

Post-Sales Handover & Governance

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• 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
  

Education & Experience Recommended

• 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).
  

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.