Sr Solutions & Pricing Specialist

MGT is a leading provider of technology and advisory solutions serving state, local, and education government agencies (SLED) across the United States. Through client partnerships, MGT’s almost 1,200 employees impact communities for good by managing and securing critical networks, solving complex human capital and fiscal problems, elevating education systems, and advancing equity as a performance imperative. MGT partners with thousands of agencies as trusted advisors delivering solutions that improve technology, operational, and economic performance to help communities thrive.

Founded in 1975, MGT initiated an ambitious restart in 2016, broadening the solutions portfolio to provide the most specialized solutions, tackling the most mission-critical problems that live at the top of the public agency leadership agenda. MGT drives over 20% compound annual organic growth and utilizes programmatic mergers and acquisitions to grow capabilities, attract top talent, and accelerate growth scale. Since 2020, MGT has successfully completed 13 acquisitions, driving over 60% compound annual inorganic growth.

Celebrating its 50th year in 2025, the firm attracts exceptional talent and empowers them to exceed client expectations as they navigate the dynamic demands of the clients we serve. Hear more about MGT’s culture in the words of our employees.

Serves as a strategic resource to the Sales organization for complex IT opportunities, proposals, and RFPs. Ensures timely quote generation, pricing accuracy, workload management, and team development while developing and validating technical, commercial, and competitive deal strategy. 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.

• →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 the appropriate solution, 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

Performance Expectations

• →Meet team service, quality, productivity, schedule, and business-performance objectives.
• →Allocate resources effectively and maintain clear 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 the Company values and maintain high standards of customer and employee experience.

• A 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 as appropriate.
• 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.

Skills & Competencies

• Sales Support Leadership.
• Quote & Pricing Review.
• Workload & Resource Management.
• BOM & Configuration Review.
• Distributor & Manufacturer Coordination.
• Pricing Strategy.
• Process Improvement
• Salesforce CRM.
• Attention to Detail.
• AI tools
• Office 365
• RFP & Proposal Strategy.
• Competitive & OEM Analysis.
• Technical Design Validation.
• Gross Margin & Deal Strategy.
• Project Packaging & Bundling.
• Cross-Functional Deal Leadership.

This 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.

ADA Notice: To perform this job successfully, an individual must be able to perform each essential duty satisfactorily. Reasonable accommodations may be made to enable individuals with disabilities to perform the essential functions.