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Customer Retention Sales (CRS) Managed Services Renewals Specialist

Description -

The CRS Specialist plays a key role in leading, co-leading, or supporting structured renewal, extension, retention, and expansion strategies for existing Managed Print Services (MPS) and Managed Device Services (MDS) accounts in partnership with Sales, Pursuit, COE (Center Of Excellence), Solution Architects, Delivery, Finance, and contract governance teams. This role helps improve renewal readiness, protect and grow contract value, support profitability, and strengthen customer retention.

Depending on account type and customer segment, market ownership model, and deal complexity, the CRS Specialist will either own or partner on key sales development and pursuit activities, including opportunity qualification, deal strategy, pricing, negotiation, and contract execution for direct MPS and MDS contracts.

To turn insights into results, the CRS Specialist provides structured renewal lifecycle management, including early opportunity identification, Managed Services Renewal Analysis (MSRA) development, strategy planning, pursuit alignment, resource orchestration, risk mitigation, approval coordination, benchmarking, competitive analysis, and execution tracking. When CRS leads or co-leads the renewal motion, the Specialist acts as the central point of accountability, keeping stakeholders aligned and ensuring required actions are completed on time and within scope.

The role is also accountable for evaluating account-level financial risks, preparing detailed financial analyses, and creating consolidated data-driven reports for senior leadership to support accurate forecasting, planning, and executive visibility.

Key Responsibilities:

Renewals Governance:

• Identify, track, qualify, and prioritize expiring contracts based on predefined timing thresholds, segment, contract value, renewal risk, and strategic importance (e.g., 12–24 months before expiry depending on the complexity of the opportunity).

• Forecast renewals (T-24 to T-12 months) and ensure proactive engagement.

Opportunity Analysis & Qualification:

• Develop renewal plans and roadmaps in alignment with customer needs.

• Collaborate with Customer Delivery, Pursuit and Sales to jointly conduct renewal vs. extension assessments and Go/No-Go evaluations.

• Interacts with internal and external teams to support proposal creation, including response support for requests for proposals (RFPs)

• Participates in communication efforts, including client interactions, sales meetings, and internal updates.

• Log and manage renewal opportunities in HP Dynamics and related tracking tools to support pipeline visibility, forecasting, and leadership reporting.

• Source detailed data to assess renewal viability.

• Create and Analyze renewal deal evaluations, ensuring alignment with customer and business priorities.

• Develop Win Strategy & Value-Added Services (VAS) Plan and conduct account health risk assessments.

• Engage Pursuit teams when applicable and ensure the right resources are assigned.

Develop & Close:

• Lead or support opportunity costing, deal assurance, pricing review, and quote coordination based on the agreed renewal of ownership model.

• Coordinate BA SOAR, OA SOAR, or other approval workflows when required by the renewal motion, deal type, or governance path.

• Contract negotiations, mitigating risk where possible.

• Internal Terms & Conditions approval and compliance with SOAR requirements.

• SSOW/RFP/Contract execution and manage customer signatures.

Required Skills & Experience:

• Strong experience in Managed Services, MPS, or MDS sales and renewals.

• Proficiency in deal structuring, pricing, contract negotiation, and stakeholder management.

• Strong ability to collaborate cross-functionally with Customer Delivery, Sales, and Pursuit teams.

• Familiarity with HP Dynamics (or similar CRM tools) for opportunity tracking and reporting.

• Strategic thinking and problem-solving abilities in complex contract renewal scenarios.

• Ability to manage multiple renewal cycles simultaneously while maintaining high attention to detail.

Preferred Qualifications:

• Experience in enterprise sales, pursuit, or business development in the managed services industry.

• Knowledge of contracting processes, compliance, and deal assurance frameworks (e.g., SOAR, BA SOAR).

• Strong analytical skills for financial modeling and renewal profitability analysis.

• Experience with financial modeling tools, including Power BI and similar applications.

• Advanced proficiency in Microsoft Excel for data analysis and financial modeling.

• Familiarity with HP Dynamics or similar CRM tools, as well as managed services reporting and analysis sources such as Customer Account Reporting Database (CARD) and Deal Analysis and Reporting Tool (DART), Power BI, or ITSM where applicable.

• Ability to synthesize complex operational, financial, and account data into clear recommendations for Sales, Pursuit, Delivery, and leadership audiences.

Education & Experience Recommended:

• Four-year or Graduate Degree in Sales, Marketing, Business Administration, or any other related discipline or commensurate work experience or demonstrated competence.

• Typically has 4-7 years of work experience, preferably in technical selling, consultative selling, account management, or a related field or an advanced degree with 3-5 years of work experience.

Preferred Certifications:

NA

Knowledge & Skills

• Demonstration Skills

• Enterprise Application Software

• ITAM

• Presales

• Presentation Skills

• Product Management

• Request For Proposal

• Sales and Sales Process

• Sales Prospecting

• Software As A Service (SaaS)

Cross-Org Skills

• Effective Communication

• Results Orientation

• Agility

• Digital Fluency

• Customer Centricity

The on-target earnings (OTE) range for this role is $121,750 to $155,000 USD

annually with a 80%/20% (salary/incentive) mix. There are additional

opportunities for pay in the form of bonuses and/or equity (applies to United

States of America candidates only). Pay varies by work location, job-related

knowledge, skills, and experience.

Benefits:

HP offers a comprehensive benefits package for this position, including:

• Health insurance

• Dental insurance

• Vision insurance

• Long term/short term disability insurance

• Employee assistance program

• Flexible spending account

• Life insurance

• Generous time off policies, including;

• 4-12 weeks fully paid parental leave based on tenure

• 13 paid holidays

• Additional flexible paid vacation and sick leave (US benefits overview

[https://hpbenefits.ce.alight.com/])

The compensation and benefits information is accurate as of the date of this

posting. The Company reserves the right to modify this information at any time,

with or without notice, subject to applicable law.

Job -

Sales

Schedule -

Full time

Shift -

No shift premium (United States of America)

Travel -

25%

Relocation -

No

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 (https://www8.hp.com/h20195/v2/GetDocument.aspx?docname=c08129225) or read about your rights as an applicant under the law here: “Know Your Rights: Workplace Discrimination is Illegal (http://www.eeoc.gov/sites/default/files/2023-06/22-088_EEOC_KnowYourRights6.12ScreenRdr.pdf) "