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Core Competencies
Role fitCore Competencies
Use this summary to align your resume positioning with the role.
Demonstrates expertise in pricing strategy, deal management, and sales support leadership, with a strong focus on developing competitive proposals and RFP responses. Proficient in Salesforce CRM and experienced in coordinating cross-functional teams to optimize pricing and margin strategies.
Highest-signal resume keywords
Sales Support LeadershipPricing StrategyQuote And Pricing ReviewBOM And Configuration ReviewRFP And Proposal Strategy
ATS Keywords
Tailor your resumeApplicant Tracking System Keywords
Tip: use these terms in your resume and cover letter to boost ATS matches.
Hard Skills
Pricing ModelsMargin AnalysisTechnical Design ValidationProject PackagingCompetitive AnalysisQuotingDiscount StrategyDeal StrategySales AdministrationVendor Discount Structures
Soft Skills
CoachingProcess ImprovementWorkload ManagementCross-Functional CollaborationCustomer Communication
Tools & Technologies
Salesforce CRMAI ToolsOffice 365
Industry Keywords
IT SolutionsSystems IntegrationVARTechnology Sales EngineeringSolution ArchitectureEnterprise NetworkingCybersecurityCloud/Data CenterPhysical SecurityRFP Responses
Tech Stack
Tools & technologiesCloudCyber Security
About the role
Key responsibilities & impact- Serve as a strategic resource to the Sales organization for complex IT opportunities, proposals, and RFPs
- Ensure timely quote generation, pricing accuracy, workload management, and team development
- Develop and validate technical, commercial, and competitive deal strategy
- Coordinate across Sales, Solutions Engineering, Procurement, Operations, Finance, distributors, and manufacturer partners
- Review and approve quotations for configuration, pricing, discounts, margin, and commercial accuracy
- 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
- 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
- Lead pricing and commercial strategy for complex IT opportunities, proposals, and RFP responses
- Review opportunity scope and recommend solutions, products, services, manufacturers, and delivery strategies
- Establish target pricing, gross-margin objectives, discount strategy, and competitive positioning
- Review BOMs, labor estimates, professional services, managed services, and other project costs
- Validate technical designs before proposals are released
- Identify technical, commercial, scope, pricing, and margin risks before customer submission
- Evaluate competitive manufacturers and solutions and recommend alternatives when appropriate
- 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
- 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, maintain priorities, accountability, and workload visibility
- Coach team members and support performance, capability development, and succession readiness
- 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
Requirements
What you’ll need- Bachelor's degree is preferred; an equivalent combination of education and relevant professional experience will be considered
- Ten (10) or more 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
- Experience working with customers, sales teams, distributors, manufacturers, or internal operations teams preferred
- 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
- 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
- AI tools
- Office 365
- RFP and proposal strategy
- Competitive and OEM analysis
- Technical design validation
- Gross margin and deal strategy
- Project packaging and bundling
- Cross-functional deal leadership
Benefits
Comp & perks- 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
- Full-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