Business Install Base Manager

About the role

The Business Install Base (IB) Manager is the strategic end-to-end owner of HP's Industrial Print install base lifecycle, from New Product Introduction through mid-life, aging and End-of-Service. The role ensures installed systems are actively managed to maximise customer value, operational continuity and profitable growth, and requires strong cross-functional leadership across Product, Service, Sales, Finance, Category and IT.

Key responsibilities

• Execute the global lifecycle strategy for the Industrial Print install base, embedding lifecycle requirements into NPI and building a multi-year roadmap covering early-life adoption, mid-life upgrades, aging press management and EOS transitions.
• Define upgrade and replacement paths for presses aged 5-7+ years, model service cost, risk and customer value, and set up customer communication frameworks.
• Work with relevant functions to define EOS timelines, governance and migration offers, and drive customer transitions to newer platforms.
• Lead the end-of-lease conversion strategy to drive new hardware sales and reduce base-building costs, and build dashboards tracking conversion performance.
• Generate revenue through hardware options, accessories, VAS, software and lifecycle programs, identify attach opportunities and partner with Sales on targeted plays.
• Create pricing models for EoL incentives, promotions, lifecycle bridges and full portfolio pricing, and build business cases validated with Finance.
• Lead worldwide lifecycle programs, establish governance and define global KPIs and reporting on install base health, upgrade adoption, EOS pipeline, EoL conversions and incremental revenue.
• Lead the AI roadmap for IB management, deploying AI/ML use cases such as predictive aging, upgrade scoring, segmentation, smart pricing and EoL prioritisation, in partnership with COE and IT.

Required profile

• 7+ years of experience in lifecycle, product, business or commercial management.
• Experience in industrial equipment, printing, capital goods or a similar environment.
• Proven track record managing install base or aftermarket revenue.
• Experience leading global, cross-functional programs.

Required skills

• Understanding of capital equipment lifecycle economics.
• Expertise in business cases, pricing models and financial analysis.
• Data-driven decision-making and familiarity with KPIs.
• Familiarity with service models, upgrades and EOS frameworks; exposure to AI/ML and digital transformation is preferred.