CentralSquare Technologies | Sales & Marketing | Lake Mary, FL
The Pricing Manager is responsible for working closely and responsively with Sales and Finance to effectively price proposals, balancing the need to provide a competitive price with the need to maximize revenue and gross margin. The Pricing Manager will also be responsible for developing and recommending pricing strategy to achieve sales, revenue, and profitability goals utilizing both traditional perpetual license software pricing and SaaS pricing. Considered highly skilled and proficient in discipline. Conducts complex work important to the organization. Works under minimal supervision with wide latitude for independent judgment.
Develops price recommendations for software products based on economic value, willingness to pay, competition, and go-to-market strategy. Serves as trusted advisor to product management and the business units on pricing awareness.
Conducts primary and secondary market research to develop competitor analysis and value proposition. Creates and maintains analytical models and tools to project and support pricing initiatives and ancillary offerings.
Creates the pricing strategy for customer Request For Proposal (RFP)s and upsell/cross-sale quotes for both new and existing accounts based on market research and knowledge.
Works with Account Executives/Account Managers to understand client disposition when creating pricing guidelines. Advises and counsels on appropriate pursuit and positioning strategies. Supports Sales personnel with internal pricing information and guidance.
Enters and monitors progress of custom write-ins required for custom or non-standard services.
Completes the pricing section of CentralSquare proposals accurately and in a timely manner, including any required RFP pricing forms.
Obtains quotations, contract terms and conditions, statements of work etc. from third-party subcontractors/partners as necessary.
Maintains relationships with 3rd party vendors around integration pricing.
Utilizes Freedom Of Information Act (FOIA) request documents to build competitive pricing library.
Maintains a database of past opportunities and outcomes to glean information for future bid wins.
Supports Executive team by providing a ready source of informal data regarding sales trends and activities reflected by pricing activity.
Reviews and approves all Sales quotes within set levels of authority utilizing Customer Relationship Management (CRM), currently Salesforce.com, system and related configuration, pricing and quoting tools.
Researches and tracks competitor pricing and market trends. Analyzes the impact of pricing changes on profitability and growth rates.
Adheres to and promotes CentralSquare Core Values; Bold Vision, Ownership in Action, Honoring Commitments.Other responsibilities as required
Education: Bachelor’s degree in Business Management or related field preferred.
Specialized knowledge: Knowledge of government acquisition guidelines and compliance requirements. Knowledge of public safety technology solutions.
Computer skills: Advanced/Intermediate skills in MS products including Excel, Word, Outlook, PowerPoint and SharePoint.
Experience (years and type): Minimum two years experience in a position where primary responsibility was software pricing and margin analysis. Experience in the public safety industry preferred.
Competencies: Proven attention to detail and thorough documentation. Problem-solving skills, analytical insight, and experience with economic modeling.