Sr Solutions & Pricing Specialist

MGT • ,

10d • Remote

About The Position

The Senior Solutions & Pricing Strategist serves as a strategic resource to the Sales organization for complex IT opportunities, proposals, and RFPs. The role ensures timely quote generation, pricing accuracy, workload management, and team development while developing and validating technical, commercial, and competitive deal strategy. It coordinates across Sales, Solutions Engineering, Procurement, Operations, Finance, distributors, and manufacturer partners to ensure solutions are technically sound, competitively positioned, properly packaged, financially viable, and delivered with a high level of customer service.

The position leads pricing and commercial strategy for complex IT opportunities and reviews opportunity scope, technical designs, bills of materials, project costs, RFP requirements, and commercial risks. It develops target pricing, margin objectives, discount and bundling strategies, and competitive positioning; reviews and approves quotations; and participates in major deal reviews. The role also manages distributor and manufacturer relationships, establishes pricing and review processes, maintains accurate records in Salesforce and related systems, and coaches team members.

The position may be performed remotely or from a Company office location. Customer interactions may occur through Microsoft Teams, Zoom, phone, email, or in person. Travel may be required for customer meetings, partner engagements, project activities, conferences, and business needs.

Requirements

• At least 10 years of experience in IT solutions, systems integration, VAR, technology sales engineering, solution architecture, pricing, deal strategy, sales support leadership, or related disciplines.
• Full understanding of quoting, pricing, network bills of materials (BOMs), technical designs, manufacturer parts, vendor discount structures, gross margin, rebates, project profitability, and strategic pricing and discounting with input from sales leadership.
• Experience using Salesforce or comparable CRM, quoting, contract, order, or sales-administration systems as appropriate.
• Significant experience supporting complex proposals, bids, and formal RFP responses.
• Strong understanding of enterprise networking, cybersecurity, collaboration, cloud/data center, physical security, and/or related IT solutions.
• Ability to understand and compare competing OEM technologies and identify strengths, weaknesses, differentiators, and substitution strategies.
• Experience developing pricing models, margin analysis, and approval recommendations for complex opportunities.
• Skills in sales support leadership, quote and pricing review, workload and resource management, BOM and configuration review, distributor and manufacturer coordination, pricing strategy, process improvement, Salesforce CRM, attention to detail, AI tools, Office 365, RFP and proposal strategy, competitive and OEM analysis, technical design validation, gross margin and deal strategy, project packaging and bundling, and cross-functional deal leadership.

Nice To Haves

• A bachelor's degree is preferred; an equivalent combination of education and relevant professional experience will be considered.
• Experience working with customers, sales teams, distributors, manufacturers, or internal operations teams is preferred.

Responsibilities

• Review and approve quotations for configuration, pricing, discounts, margin, and commercial accuracy before customer delivery.
• Coach team members in quoting, bills of materials, pricing strategy, customer communication, and sales processes.
• Manage distributor relationships and coordinate with manufacturer representatives on pricing, deal registrations, and escalations.
• Establish operating procedures, quality controls, productivity measures, and continuous improvement practices.
• Serve as liaison among sales leadership, Account Managers, Solution Architects, and Sales Support Representatives.
• Coordinate final pricing and margin review with the SSR’s, Sales Support Manager, or sales leadership.
• Maintain accurate opportunity, quote, order, and customer records in Salesforce and related systems.
• Handle complex quotations, pricing scenarios, escalations, and high-priority opportunities with limited supervision.
• Serve as a resource to less experienced team members and share effective practices.
• Work with deal registration for registered pricing.
• Lead pricing and commercial strategy for complex IT opportunities, proposals, and RFP responses.
• Review opportunity scope and recommend appropriate solutions, products, services, manufacturers, and delivery strategy.
• Establish target pricing, gross-margin objectives, discount strategy, and competitive positioning.
• Review BOMs, labor estimates, professional services, managed services, and other project costs for completeness and accuracy.
• Validate technical designs developed by Solution Architects and technical teams before proposals are released.
• Identify technical, commercial, scope, pricing, and margin risks before customer submission.
• Validate quote configuration, pricing, terms, and expiration dates before customer delivery.
• Evaluate competitive manufacturers and solutions, including strengths, weaknesses, pricing position, and likely competitive strategy.
• Recommend alternative manufacturers, architectures, or solution configurations when they improve win probability, margin, or customer value.
• Develop project packaging and bundling strategies across hardware, software, licensing, subscriptions, professional services, and managed services.
• Partner with Sales to establish opportunity-specific win strategies and differentiation.
• Review RFP requirements and identify compliance issues, exceptions, risks, and competitive opportunities.
• Participate in major deal reviews and provide recommendations on pricing exceptions and margin approvals.
• Maintain knowledge of major OEM programs, product positioning, discount structures, and competitive advantages.
• Analyze historical wins, losses, and margins to improve future pricing and solution strategies.
• Develop standardized pricing methodologies, proposal review processes, and deal-review practices.
• Meet team service, quality, productivity, schedule, and business-performance objectives.
• Allocate resources effectively and maintain clear priorities, accountability, and workload visibility.
• Support team performance, capability development, and succession readiness through coaching.
• Improve processes, standards, documentation, and cross-functional working relationships.
• Escalate risks early and deliver accurate status, capacity, and performance reporting.
• Model Company values and maintain high standards of customer and employee experience.

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
• 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
• Competitive compensation package

What This Job Offers

• Job Type: Full-time
• Career Level: Senior