Senior Solutions & Pricing Specialist

This is a fully remote position, open to applicants in United States.

📋 Description

• Act as a strategic resource for the Sales team on intricate IT opportunities, proposals, and RFPs.

• Guarantee prompt quote generation, pricing accuracy, workload management, and team growth.

• Create and verify technical, commercial, and competitive deal strategies.

• Collaborate with Sales, Solutions Engineering, Procurement, Operations, Finance, distributors, and manufacturer partners.

• Evaluate and approve quotations for configuration, pricing, discounts, margin, and commercial correctness.

• Mentor team members on quoting, bills of materials, pricing strategies, customer interactions, and sales processes.

• Oversee distributor relationships and liaise with manufacturer representatives on pricing, deal registration, and issue resolution.

• Develop operating procedures, quality controls, productivity measures, and practices for continuous improvement.

• Act as a liaison among sales leadership, Account Managers, Solution Architects, and Sales Support Representatives.

• Coordinate the final pricing and margin review process.

• Maintain precise records of opportunities, quotes, orders, and customers in Salesforce and associated systems.

• Manage intricate quotations, pricing scenarios, escalations, and high-priority opportunities with minimal supervision.

• Lead pricing and commercial strategies for complex IT opportunities, proposals, and RFP responses.

• Assess opportunity scopes and propose solutions, products, services, manufacturers, and delivery strategies.

• Set target pricing, gross margin goals, discount strategies, and competitive positioning.

• Analyze BOMs, labor estimates, professional services, managed services, and other project costs.

• Validate technical designs prior to proposal submission.

• Identify technical, commercial, scope, pricing, and margin risks before customer submission.

• Assess competitive manufacturers and solutions, recommending alternatives when necessary.

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

• Collaborate with Sales to determine opportunity-specific win strategies and unique selling propositions.

• Review RFP criteria and pinpoint compliance issues, exceptions, risks, and competitive opportunities.

• Engage in major deal reviews and provide insights on pricing exceptions and margin approvals.

• Analyze past wins, losses, and margins to refine future pricing and solution strategies.

• Establish standardized pricing methodologies, proposal review processes, and deal review practices.

• Achieve team service, quality, productivity, schedule, and business performance goals.

• Allocate resources while maintaining priorities, accountability, and workload visibility.

• Guide team members and foster performance, skill development, and succession planning.

• Enhance processes, standards, documentation, and cross-functional collaboration.

• Proactively escalate risks and provide accurate status, capacity, and performance updates.

• Exemplify Company values and uphold high standards of customer and employee experience.

⛳️ Requirements

• A Bachelor's degree is preferred; however, an equivalent combination of education and relevant professional experience will be considered.

• A minimum of ten (10) years of experience in IT solutions, systems integration, VAR, technology sales engineering, solution architecture, pricing, deal strategy, sales support leadership, or related fields.

• Comprehensive understanding of quoting, pricing, network bills of materials (BOMs), technical designs, manufacturer parts, vendor discount structures, gross margins, rebates, project profitability, and strategic pricing and discounting with input from sales leadership.

• Proficiency in Salesforce or a comparable CRM, quoting, contract, order, or sales administration systems.

• Experience collaborating with customers, sales teams, distributors, manufacturers, or internal operations teams is preferred.

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

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

• Capability to comprehend and compare competing OEM technologies, identifying strengths, weaknesses, differentiators, and substitution strategies.

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

• Expertise in sales support leadership.

• Proficient in quote and pricing review.

• Skilled in workload and resource management.

• Experience with BOM and configuration review.

• Coordination with distributors and manufacturers.

• Knowledge of pricing strategy.

• Process improvement expertise.

• Familiarity with Salesforce CRM.

• Knowledge of AI tools.

• Proficient in Office 365.

• Experience with RFP and proposal strategy.

• Strong skills in competitive and OEM analysis.

• Competency in technical design validation.

• Knowledge of gross margin and deal strategy.

• Experience in project packaging and bundling.

• Proficient in cross-functional deal leadership.

🏝️ Benefits

• Flexible paid time off.

• 5% 401K matching program.

• Equity opportunities.

• Incentive and bonus programs.

• Up to 16 weeks of paid parental leave.

• Flexible spending accounts.

• Comprehensive health benefits with base employee coverage fully funded.

• Medical, dental, and vision coverage.

• Life insurance.

• Short and long-term disability coverage.

• Income protection benefits.

• Flexible and remote work options.

• Professional development opportunities for career growth.