Manager, Pricing Operations

Marketing Organization Pricing Function

Department: Marketing — Pricing Organization

Reports To: Director, Product

Location: Chennai, India

Direct Reports: None

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

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Sr. Engineer, CPQ Support

Marketing Organization — Pricing Function

Department: Marketing — Pricing Organization

Reports To: Sr. Manager, CPQ Tools

Location: Chennai, India

Direct Reports: None

Role Summary

The Engineer, CPQ Support provides the technical and engineering backbone of FTC Solar's CPQ/BOM configuration tool. This role translates product and commercial logic into the tool, maintains sourcing and cost data, and supports the roadmap toward a simplified, driver-based, automation-ready BOM cost model that will coexist with the detailed part-number BOM used downstream by Supply Chain and NetSuite. The Engineer, CPQ Support works closely with the Sr. Manager, CPQ Tools, R&D;, Project Engineering (PJE), and Supply Chain to keep the tool accurate, current,



and aligned with the broader pricing methodology.

Key Responsibilities

Tool Maintenance & Product Logic

- Technically understand and regularly update product logic within the CPQ/BOM tool as products, options, and configurations change.
- Incorporate supply chain validation logic into the tool to prevent invalid or unsourceable configurations.
- Maintain the sourcing master with updates for all newly released products.
- Attend CRB/CIB calls to review and track product qualification status.
- Support the Product and R&D; teams with NPI (New Product Introduction) BOM requirements.
- Review and update the supply chain cost roadmap implementation into the tool.

Development & Automation

- Understand and contribute to the development and launch of a web-based BOM tool.
- Provide coding support (e.g., scripting, formula, or application-level development) for timely tool updates.
- Review reported bugs and release BOM patch files as needed.
- Support building out complex architecture needed to handle edge use cases
- Help design data structures and input contracts that support a future automated connection between design outputs and the CPQ/BOM tool, even where full wiring is deferred.
- Support the ongoing development of internal bidding and design automation tools

Reporting & Continuous Improvement

- Prepare costing variance presentations for cross-functional team review.
- Maintain the roadmap dashboard for continuous improvement of the CPQ/BOM tool.
- Maintain KPIs identified for BOM maintenance (e.g., update turnaround, patch frequency, error rate).
- Support development of associated tools for end users.

Required Qualifications

- 3–5 years of experience with programming (e.g., Python, SQL, or similar) combined with advanced Excel skills.
- Bachelor's degree in Engineering, Computer Science, or a related technical field.
- Experience supporting or maintaining configuration tools, product databases, or BOM/costing systems.
- Strong attention to detail and comfort with iterative, QA-heavy workflows (bug triage, patch releases, regression checks).
- Ability to work cross-functionally with Project Engineering (PJE), Sales Engineering (SE), Software, R&D;, Supply Chain, and Sales/Commercial teams.
- Working knowledge or experience with AI tools for automating business processes, reporting, manual tasks, etc. (e.g. Claude, ChatGPT, Gemini, etc)

Preferred Qualifications

- Experience with CPQ platforms or product configurators, ideally in solar, renewables, or capital equipment.
- Exposure to web application development
- Experience with automating Excel calcs/formulas (using tools like openpyxl or HyperFormula)
- Understanding of volatile commodity based BOM cost drivers (including steel, logistics/freight, tariffs)
- Familiarity with Salesforce and/or NetSuite integration concepts.

Key Relationships

- Sr. Manager, CPQ Tools
- Project Engineering (PJE) and R&D;
- Supply Chain
- Sr. Data Analyst, Pricing & Reporting
- Director, Product

Success Metrics

- Tool update turnaround time and patch release cadence
- Accuracy of sourcing master and supply chain validation logic
- BOM maintenance KPI attainment
- Progress toward digitized/web-based BOM tool and automation-ready data structures

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