SUMMARY:
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POSITION INFO:
We are seeking an experienced and commercially astute Inside Sales Enterprise Pricing Specialist with strong expertise in developing competitive and profitable pricing models for enterprise data centre solutions across Tier-1 OEM vendors such as Dell, HPE, Cisco, Nutanix, and VMware. The ideal candidate will have a proven track record in enterprise IT pricing, deal desk, or commercial management, with the ability to support large-scale bids, RFPs, tenders, and multi-year data centre opportunities. This role requires strong financial modelling, margin analysis, and deal structuring capabilities, combined with solid knowledge of enterprise DC technologies, OEM pricing programs, and vendor engagement.
What you'll do:
- Pricing Strategy & OEM Engagement
- Develop and maintain pricing models for enterprise DC solutions in partnership with Tier-1 OEM’s like (Dell, HPE, Cisco, Nutanix, VMware).
- Structure commercial offers that leverage OEM programs, discounts to ensure profitability.
- Maintain relationships with OEM pricing teams and account managers to ensure early visibility on new programs, promotions, and product launches.
- Opportunity & Deal Support
- Collaborate with sales and solution architects to build accurate pricing for large enterprise deals.
- Review customer requirements and technical architectures to structure commercial models using Tier-1 OEM offerings.
- Provide strategic input on deal registration advantage/dis-advantage.
- Financial & Cost Modelling
- Build detailed cost models including hardware, software, services, OEM support contracts, and logistics.
- Conduct margin analysis for account managers.
- Support scenario modelling for complex deals, including multi-year contracts.
- Bid & Proposal Support
- Contribute pricing expertise to enterprise RFPs, tenders, and OEM co-sell opportunities.
- Assist bid teams in preparing commercial proposals, financial schedules, and deal justification documents.
- Participate in internal review boards for deal approvals.
- Governance & Compliance
- Document pricing assumptions, vendor approvals, and deal structures for audit and reference.
- Market & Vendor Intelligence
- Track pricing trends, vendor promotions, and competitor positioning in the enterprise DC market.
- Provide insights to leadership and sales teams to inform pricing strategies and negotiation tactics.
- Key Deliverables
- Accurate, competitive, and profitable pricing models for enterprise DC solutions using Tier-1 OEM products.
- Deal registrations and optimizations leveraging OEM programs.
- Commercially viable proposals aligned with company margin expectations.
- Compliance with internal DOA and OEM program rules.
Your Expertise:
- 5–8 years in enterprise IT pricing, commercial management, or deal desk roles
- Proven experience working with Tier-1 OEM vendors (Dell, HPE, Cisco, Nutanix, VMware)
- Experience supporting enterprise bids, RFPs, tenders, and multi-year DC deals
- Technical Knowledge
- Enterprise DC technologies (compute, storage, hyperconverged, networking, virtualization, hybrid cloud).
- Tier-1 OEM product knowledge and pricing programs:
- Dell Technologies – servers, storage, networking, APEX/consumption models etc.
- HPE – ProLiant, Synergy, Storage, Aruba Networking, GreenLake etc.
- Cisco – UCS, networking, ACI
- Nutanix – HCI, software licensing
- VMware – virtualization and cloud licensing
- Commercial & Analytical Skills
- Pricing model development and deal structuring
- Financial modelling, margin analysis, cost-to-serve analysis
- Experience with OEM deal registrations programs
- Communication & Stakeholder Management
- Work across sales, solution architects, finance, procurement, and OEM account teams
- Strong ability to articulate pricing rationale and commercial impact
- Present complex deals to internal management and vendor boards
Preferred Attributes
- Strategic thinker with a commercial mindset/awareness
- Financial Acumen: Understanding cost structures, Revenue & profit margins
- Attention to detail and ability to manage complex pricing scenarios
- Collaborative approach with cross-functional teams
- Proactive in staying up to date on vendor programs and market trends
- Proficiency in Excel (pivot tables, modelling, formulas)
- Ability to articulate and communicate effectively.
- Ability to troubleshoot and work under pressure
- Able to work independently but also strong in teamwork approach to tasks
