Sr Solutions & Pricing Specialist

This position is listed on behalf of a partner company, who manages all applications and next steps. Our partner is looking for a Sr Solutions & Pricing Specialist based in the United States.

The Senior Solutions & Pricing Specialist will play a key role in shaping competitive pricing strategies and delivering successful outcomes for complex IT sales opportunities. This senior position combines technical solution evaluation, commercial strategy, proposal development, and sales support leadership. You will partner with sales teams, solution architects, procurement, finance, operations, distributors, and manufacturers to ensure proposals are technically sound, commercially competitive, and financially viable. From reviewing complex bills of materials to evaluating pricing structures and leading deal strategy, you will help maximize win rates while protecting profitability. This remote opportunity offers the chance to influence high-value technology deals, improve sales processes, and support a collaborative team focused on customer success and continuous improvement.

• 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.

We use an AI-powered matching process to ensure your application is reviewed quickly, objectively, and fairly against the role's core requirements. Our system identifies the top-fitting candidates, and this shortlist is then shared directly with the hiring company. The final decision and next steps (interviews, assessments) are managed by their internal team.

We appreciate your interest and wish you the best!

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