Sr Solutions & Pricing Specialist

Accountabilities

• Lead pricing and commercial strategy for complex IT opportunities, proposals, and requests for proposals (RFPs).

• Review and approve quotations for configuration accuracy, pricing, discounts, margins, commercial terms, and expiration dates before customer delivery.

• Evaluate opportunity scope and recommend appropriate solutions, products, services, manufacturers, and delivery approaches.

• Establish target pricing, gross-margin objectives, discount strategies, and competitive positioning in collaboration with sales leadership.

• Review bills of materials (BOMs), labor estimates, professional services, managed services, and other project costs to ensure completeness, accuracy, and profitability.

• Validate technical designs developed by solution architects and technical teams before proposals are submitted to customers.

• Identify technical, commercial, scope, pricing, and margin risks, recommending mitigation strategies and escalating issues when necessary.

• Analyze competing manufacturers and solutions, assessing strengths, weaknesses, pricing positions, differentiators, and substitution opportunities.

• Develop project packaging and bundling strategies across hardware, software, licensing, subscriptions, professional services, and managed services.

• Review RFP requirements to identify compliance considerations, exceptions, risks, and opportunities to strengthen competitive positioning.

• Partner with sales teams to develop opportunity-specific win strategies and communicate solution value effectively.

• Coordinate with distributors and manufacturer representatives on pricing, deal registrations, discount structures, and escalations.

• Manage complex quotations, pricing scenarios, commercial negotiations, and high-priority opportunities with limited supervision.

• Maintain accurate opportunity, quotation, order, and customer records in Salesforce and related business systems.

• Coach and mentor sales support team members on quoting, BOM preparation, pricing strategy, customer communication, and sales processes.

• Establish operating procedures, quality controls, productivity measures, standardized pricing methodologies, and proposal review practices.

• Coordinate final pricing and margin reviews with sales support representatives, sales support management, and sales leadership.

• Analyze historical wins, losses, and margins to refine pricing strategies and improve future deal outcomes.

• Manage workload distribution, team priorities, performance reporting, and resource planning to meet service, quality, productivity, and business objectives.

• Promote continuous improvement, cross-functional collaboration, employee development, and a consistently high standard of customer service.

Requirements

• Bachelor’s degree preferred; an equivalent combination of education and relevant professional experience will also be considered.

• At least 10 years of experience in IT solutions, systems integration, value-added reselling (VAR), technology sales engineering, solution architecture, pricing, deal strategy, sales support leadership, or a related discipline.

• Strong understanding of quotation development, pricing models, network bills of materials, technical designs, manufacturer part numbers, vendor discount structures, gross margins, rebates, project profitability, and strategic pricing.

• Significant experience supporting complex proposals, bids, and formal RFP responses.

• Experience developing pricing models, conducting margin analysis, and preparing approval recommendations for complex opportunities.

• Strong understanding of enterprise networking, cybersecurity, collaboration, cloud and data center technologies, physical security, or related IT solutions.

• Ability to evaluate competing original equipment manufacturer (OEM) technologies, identify differentiators, and recommend alternatives or substitution strategies.

• Experience using Salesforce or comparable CRM, quoting, contract management, order management, or sales administration systems.

• Experience collaborating with customers, sales teams, distributors, manufacturers, finance, procurement, and internal operations teams.

• Demonstrated leadership skills, including team coaching, workload management, resource allocation, and performance improvement.

• Strong analytical thinking, attention to detail, commercial judgment, and problem-solving abilities.

• Excellent communication and collaboration skills, with the ability to explain technical and commercial considerations to diverse stakeholders.

• Proficiency with Microsoft Office 365 and familiarity with AI tools that support productivity and business workflows.

• Ability to manage competing priorities, maintain accurate documentation, and work effectively in a fast-paced sales environment.

• Willingness to travel as needed for customer meetings, partner engagements, project activities, conferences, and other business requirements.

• Ability to perform the essential functions of the role, with reasonable accommodations available where applicable.

Benefits

• Flexible and remote work options, with the possibility of working from a company office.

• Competitive compensation package; a specific salary range is not disclosed in the provided job description.

• Flexible paid time off.

• 401(k) retirement plan with a 5% employer matching program.

• Equity opportunities.

• Incentive and bonus programs.

• Up to 16 weeks of paid parental leave.

• Flexible spending accounts.

• Medical, dental, and vision insurance, with base employee coverage fully funded.

• Life insurance.

• Short-term and long-term disability coverage.

• Income protection benefits.

• Professional development opportunities and potential for career growth.

• Opportunities to contribute to technology and advisory projects supporting public-sector organizations and communities.

• A collaborative work environment emphasizing equity, innovation, and employee development.