Manager, Pricing Operations

Marketing Organization — Pricing Function Department: Marketing — Pricing Organization

Reports To: Director, Product

Location: Chennai, India Role Summary The Manager, Pricing Operations owns the day-to-day operating rhythm of FTC Solar's global pricing function: reviewing, compiling, and clearing bids on a daily basis, governing the proposal template and regional product configurations, and driving cycle time and quality across the quote-to-contract process. This role is a key partner in advancing FTC Solar's pricing methodology from a bespoke, deal-by-deal review process toward a defensible, scalable framework. The Manager, Pricing Operations works closely with the Director, Product and the Chief of Staff and partners daily with Sales, Project Engineering (PJE), Sales Engineering (SE), and Supply Chain to eliminate manual handoffs and keep bids moving.

Key Responsibilities Bid Operations & Proposal Governance

Review, compare, and compile global bids on a daily basis, ensuring on-time delivery after confirming alignment with sales and customer requirements, including market and competitive pricing.

Ownership of the bid proposal template and all product configurations and regional nuances within proposals (USA, India, Australia, Europe); partnership with sales and legal to ensure continuous improvements

Provide daily bid support, gathering context from cross-functional teams (PJE, SE, Sales, Supply Chain, Finance) to transparent proposals and pricing to the global sales organization.

Assist in establishment and organizational adoption of formal bidding processes and infrastructure for core product offerings and non-standard services offerings (warranties, change orders, software, etc) Pricing Methodology & Process Ownership

Maintain and evolve the FTC Solar pricing process methodology,



including assisting the continued build-out and calibration of design driver based costing models and data quality improvement initiatives.

Support developing value-sell initiatives and integrating them into proposals and other customer-facing techno-commercial documents (earthworks mitigation, software, construction savings). Contribute to the redesign of a digitized BOM cost configuration model, ensuring the pricing operations perspective (bid cadence, revision tracking, quote accuracy) is reflected in an automation-ready design.

Help define deal desk workflows, approval thresholds, and governance as the organization matures. Reporting, KPIs & Cross-Functional Engagement

Own and report cycle-time and pricing team efficiency KPIs (bid turnaround time, revision counts, error/rework rates).

Own assembling a weekly Bid Journal pricing review report for leadership, including KPI tiles, bid summary tables, and price and margin delta tracking across revisions.

Participate in global pipeline and project review calls with cross-functional teams to collect feedback on bids and price movements and ensure system level accuracy and data integrity (Salesforce CRM).

Partner with the Sr. Data Analyst, Pricing & Reporting and Sr. Manager, CPQ Tools to reduce manual handoffs between PJE, SE, Sales, and Supply Chain.

Support tracking direct product margin targets on Tracker deals and assist in analyzing drivers of margin compression.





Assist ensurong system level accuracy and flow of pricing and costing data through internal systems through partnership with internal FP&A; teams to enable improved forecasting.

Required Qualifications 7–10 years of Product/EPC pricing experience in the renewable energy industry, preferably solar.

Demonstrated experience managing a high-volume bid/proposal process across multiple regions and customer types (EPCs and IPP/developers).

Advanced Excel skills; comfort working within formula-based, transparent pricing tools and calculators.

Strong working knowledge of commercial and technical bid terminology (e.g., incoterms, scoping, warranty, etc).

Proven ability to work cross-functionally across Sales, Engineering, Supply Chain, and Finance under tight deadlines.

Experience with CRM/ERP systems (Salesforce, NetSuite) and/or other CPQ tools for managing quote and pricing workflows..

Working knowledge or experience with AI tools for automating business processes, reporting, manual tasks, etc. (e.g. Claude, ChatGPT, Gemini, etc).

Preferred

Qualifications.

Experience designing or operating a formal deal desk or pricing governance process. Understanding of volatile commodity based BOM cost drivers (including steel, logistics/freight, tariffs) Exposure to CPQ or pricing platforms (e.g., Salesforce Revenue Cloud Advanced, Tacton, Epicor CPQ, Zilliant, Vendavo, PROS, Logik.ai).

Key Relationships

Director, Product and Chief of Staff (pricing authority).

Sr. Manager, CPQ Tools and Engineer, CPQ Support.

Sr. Data Analyst, Pricing & Reporting.

Regional sales leads and key account managers.

Project Engineering (PJE), Sales Engineering (SE), Supply Chain, and Finance.

Success

Metrics

Bid cycle time and on-time delivery rate.

Pricing accuracy and post-award revision/error rate.

Progression of increased direct product margin on core product offerings.

Adoption and governance consistency of bidding processes and frameworks.

📌 Manager,Pricing Operations (Bengaluru)
🏢 FTC Solar
📍 Bengaluru