Bid & Pricing Manager

Fortinet•Sunnyvale, CA

About The Position

The Bid & Commercial Manager is responsible for managing complex bids and commercial proposals from opportunity qualification through contract signature. The role combines bid orchestration & pricing shaping while ensuring that offers are competitive, compliant, commercially sound, and aligned with company strategy & corporate policies. This involves close collaboration and interactions with Sales, Technical teams, Support & Services teams, InfoSec, Finance, Legal, Supply Chain, Product, and any other required stakeholders.

Requirements

Master’s degree (Business, Engineering, Finance, or equivalent)
Proven experience (typically 8+ years) in bid management, commercial/contract management
Strong understanding of bid and tender processes
Solid financial and commercial acumen (pricing, margins, cost modelling)
Good knowledge of contract terms and commercial risk management
Strong analytical and problem-solving skills with attention to detail
Excellent written and verbal communication skills
Ability to influence without authority
Results-driven mindset with strong commercial awareness

Nice To Haves

Experience in project-based or contract-driven industries is an advantage
Fluent Spanish/Portuguese is a plus

Responsibilities

Manage the end-to-end bid process for Enterprise and public tenders
Analyze RFPs, RFQs, and contract requirements (commercial, financial, and legal)
Support bid/no-bid decisions through risk and opportunity assessment
Contribute to the commercial strategy and win themes in collaboration with sales
Coordinate inputs from internal/external stakeholders to deliver high-quality proposals
Ensure bids are submitted on time and fully compliant with customer requirements
Prepare and lead internal bid review meetings
Build business cases ensuring financial compelling offer while protecting company margin
Develop pricing models, cost structures, and margin analyses
Build and validate commercial assumptions and financial scenarios
Ensure compliance with internal commercial governance and approval processes
Identify contractual, financial, and operational risks and propose mitigation actions
Support commercial and contractual negotiations with customers along with sales
Contribute to contract finalization and handover to relevant post-sales teams
Maintain bid documentation, templates, and commercial standards
Capture lessons learned from won and lost bids to improve future performance
Track and report bid KPIs (win rate, margins, compliance, deadlines)