Lead Pricing and Service Delivery Manager in at Salute Inc.
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Job Description
Salute is a leading provider of cutting-edge Data Center Infrastructure Services, dedicated to serving data center clients worldwide. We pride ourselves on delivering sustainable solutions, unparalleled reliability, and outstanding customer service. As we continue to grow, we are seeking a dynamic and experienced Lead Pricing and Service Delivery Manager to join our team and drive our relationships with hyperscale clients to new heights.
The Lead Pricing and Service Delivery Manager (LPSM) leads the development and execution of enterprise pricing strategies and oversees end-to-end service delivery across an assigned sales region. The role serves as a strategic advisor to Business Development, Capture, and Executive Leadership, shaping win strategies through price-to-win (PTW) analysis, competitive positioning, market intelligence, and profitability assessments. The LPSM balances growth objectives, revenue expansion, margin performance, and strategic market penetration to deliver competitively differentiated and financially optimized solutions across federal, commercial, and mission-critical infrastructure markets.
This highly visible, cross-functional role partners with Business Development, Capture, Sales, Customer Success, Program Management, Operations, Contracts, Finance, Human Resources, Procurement, and Executive Leadership. The LPSM aligns customer requirements with corporate financial and operational objectives, coordinates shared resources in a matrixed environment, and drives structured execution across pricing, proposals, and service delivery. The ideal candidate is a hands-on pricing and delivery leader with strong analytical skills, sound business judgment, attention to detail, and the ability to influence without direct authority. Success in this role requires ownership, accountability, disciplined execution, and a commitment to operational excellence and continuous improvement.
Salute Benefits That Put You First
We know life doesn’t stop when work begins, that’s why we offer perks designed to support your well-being, your family, and your future:
- Time to Recharge: Enjoy 8 company-paid holidays, 2 floating holidays, and PTO so you can rest, celebrate, and take care of what matters most.
- Comprehensive Benefits Package: Including Medical, Dental, and Vision that you can enroll in starting on Day 1. Coverage begins the first of the month following 30-days of employment.
- Peace of Mind: The Employee Assistance Program is available to all employees, even if you do not participate in the benefits package.
- Your financial future matters: Enjoy our employer-supported 401(K) with immediate 100% vesting, plus a 3% employer match and a 50% match on the next 2%.
- Wellness Support: Access to HSA, mental health resources, and gym discounts—because your health matters.
- Extra Protection & Perks: Through discounted group programs, such as legal services, home & auto insurance, pet insurance, and ID theft protection for life’s unexpected moments.
Key Responsibilities
Pricing Strategy & Intelligence
- Lead the development of strategic pricing and price-to-win (PTW) approaches for federal, state, local, commercial, and mission-critical infrastructure opportunities.
- Track competitor strategies, pricing movements, contract awards, emerging capability gaps, and market trends across target verticals to identify growth opportunities, inform capture strategies, and strengthen competitive positioning.
- Develop and maintain market-based pricing frameworks that balance competitive positioning, contract win probability, revenue growth, and profitability objectives.
- Conduct advanced PTW analyses, competitive intelligence assessments, bid landscape evaluations, and customer-buying-behavior analyses to influence capture strategies and pursuit decisions.
- Assess profit-versus-volume tradeoffs, customer lifetime value, strategic account objectives, and market-entry considerations to recommend optimal pricing strategies.
- Monitor competitor pricing trends, incumbent positions, contract awards, labor-market dynamics, and industry benchmarks to provide actionable market intelligence.
- Partner with Capture and Executive Leadership to establish target pricing strategies, bid parameters, and investment decisions for priority pursuits.
- Develop detailed cost models, labor analyses, indirect-rate applications, and pricing scenarios that support strategic business objectives while maintaining compliance and financial discipline.
- Evaluate historical win/loss data, pricing effectiveness, market trends, and competitive outcomes to continuously refine pricing strategies and improve win rates.
Proposal Development & Capture Support
- Serve as the primary pricing strategist on key pursuits, partnering with Capture Managers to align solution design, discriminators, and pricing strategy with customer priorities and competitor positioning.
- Advise executive leadership on bid/no-bid decisions, pricing investments, competitive response strategies, and pursuit prioritization.
- Lead pricing strategy sessions and competitive reviews to identify differentiation opportunities and maximize probability of award while protecting long-term profitability.
- Lead pricing activities throughout the proposal lifecycle, from opportunity qualification and solution development through submission, negotiation, and contract award. Partner with Capture Managers, Business Development, Account Management, and operational leaders to develop pricing strategies aligned with customer acquisition, retention, and growth objectives.
- Coordinate the collection, validation, and analysis of labor, staffing, subcontractor, vendor, technical, and other cost inputs from shared organizational resources.
- Develop compliant pricing narratives, assumptions, methodologies, cost volumes, and supporting documentation for customer submissions.
- Support proposal and color-team reviews, bid decision meetings, executive pricing approvals, customer clarifications, negotiations, and debriefs.
- Monitor proposal workloads, pricing schedules, resource availability, and business development priorities; proactively identify and escalate risks, constraints, and schedule impacts.
- Ensure pricing deliverables are accurate, complete, defensible, and submitted on schedule.
Service Delivery & Customer Outcomes
- Manage end-to-end service delivery execution across multiple regions and market opportunities, to include DoW, Federal, State and Local Governments. with accountability for delivery quality, consistency, and successful customer outcomes.
- Partner closely with Sales, Customer Success, Program Management, Operations, and other functional stakeholders to align delivery commitments, staffing, resources, and customer expectations.
- Drive resolution of complex delivery challenges through structured problem solving, cross-functional collaboration, and influence.
- Monitor delivery performance, service quality, resource constraints, and customer needs; identify risks early and coordinate corrective actions.
- Support customer satisfaction, contract growth, renewals, and evolving mission-critical service offerings through disciplined execution and continuous improvement.
Federal Contracting & Compliance
- Ensure pricing methodologies and submissions comply with customer requirements, company policies, the Federal Acquisition Regulation (FAR), the Defense Federal Acquisition Regulation Supplement (DFARS), and other applicable contractual requirements.
- Review solicitations, Statements of Work (SOWs), Requests for Proposals (RFPs), contract requirements, and modifications to identify pricing risks, compliance issues, assumptions, and opportunities.
- Develop and maintain compliant pricing documentation, audit trails, proposal support files, and financial controls.
- Support government audits, pricing reviews, requests for information, negotiations, clarifications, equitable adjustments, option-year pricing, and contract renewals.
Financial Planning & Business Operations
- Collaborate with Finance and Operations to align pricing and delivery strategies with revenue, margin, profitability, and growth objectives.
- Support financial forecasting, budgeting, workforce planning, staffing models, resource planning, and business-case development.
- Track and analyze key performance indicators related to pricing effectiveness, win rates, profitability, competitive positioning, proposal quality, and contract execution.
- Provide pricing recommendations, financial analyses, risk assessments, and business insights to senior and executive leadership to support bid, investment, and resource decisions.
- Provide financial insight and market intelligence to support new service offerings, geographic expansion, and strategic customer pursuits.
- Evaluate portfolio-level pricing performance and margin trends to inform strategic growth decisions and resource allocation.
- Develop pricing recommendations that balance short-term revenue objectives with long-term market-share growth and customer expansion opportunities.
- Provide executive leadership with market intelligence, competitive insights, and pricing strategy recommendations to support strategic planning and corporate growth initiatives.
Leadership & Continuous Improvement
- Serve as Salute's internal thought leader for strategic pricing, competitive positioning, and price-to-win methodology for Federal and Sovereign opportunities.
- Develop and maintain a market-intelligence program focused on competitor activity, pricing trends, emerging customer requirements, and capability gaps to support strategic planning, solution development, and investment decisions.
- Lead development of pricing playbooks and strategic pricing frameworks that improve consistency, competitiveness, and profitability across the organization.
- Serve as a subject matter expert for pricing strategy, financial analysis, proposal pricing, and related best practices.
- Mentor junior pricing professionals and support proposal team members.
- Develop and improve standardized pricing tools, templates, models, databases, and processes to increase efficiency, consistency, and quality.
- Identify opportunities for automation, data analytics, and process improvement across pricing and service delivery functions.
- Lead and participate in lessons-learned reviews, proposal debriefs, competitive assessments, and other continuous improvement initiatives.
- Promote a culture of accountability, collaboration, operational excellence, knowledge sharing, and continuous improvement.
Qualifications
• 7+ years of progressive experience in pricing, cost analysis, finance, government contracting, proposal management, professional services, service delivery, customer success, or related business functions.
• Demonstrated experience leading pricing efforts for federal government, commercial, or mission-critical infrastructure opportunities and supporting complex proposal efforts.
• Experience delivering technical or professional services engagements with increasing responsibility.
• Strong knowledge of FAR, DFARS, government proposal pricing requirements, and federal contracting practices.
• Advanced proficiency in Microsoft Excel, financial modeling, pricing databases, and data-analysis tools.
• Strong analytical, quantitative, and structured problem-solving skills with exceptional attention to detail.
• Demonstrated execution discipline and ability to manage multiple concurrent engagements, priorities, and aggressive proposal deadlines.
• Strong communication, presentation, and stakeholder-management skills, with the ability to interact directly with customers and influence stakeholders at all organizational levels.
• Experience working effectively in a matrixed, shared-resource environment and coordinating across teams.
• Ability to succeed in a customer-focused, fast-moving, growth-oriented organization supporting mission-critical environments.
• Bachelor's degree in finance, business administration, accounting, economics, mathematics, engineering, technology, science, or a related field; equivalent practical experience may be considered.
Preferred Qualifications
• Experience supporting Department of War (DoW), federal civilian, or Intelligence Community contracts.
• Knowledge of data center operations, critical infrastructure services, engineering, construction, facilities management, or technology services.
• Understanding of indirect-rate development, basis-of-estimate (BOE) creation, and cost-volume preparation.
• Experience with current pricing and proposal-management tools.
• Demonstrated success negotiating price escalations or T&M-to-fixed transitions.
• Demonstrated success leading pricing efforts for multi-million-dollar contract pursuits and strategic capture opportunities.
If you are a motivated and results-driven individual with a passion for data center services and a knack for building strong client relationships, we want to hear from you. Join us in revolutionizing the data center industry and apply today!
Salute is an equal opportunity employer. We celebrate diversity and are committed to creating an inclusive environment for all employees.
Compensation & Benefits Disclosure
The salary range for this role is $148,000-$160,000 This range reflects a good‑faith estimate of what we reasonably expect to pay upon hire, based on factors such as skills, experience, education, and market/location. Our comprehensive benefits include health, dental, and vision insurance, Health Savings Account (HSA), gym discount, mental health, Discounted Group Life & AD&D, Discounted Group Short & Long-term Disability, 401(k) retirement matching, PTO/paid holidays, and parental leave. This posted hourly rate is the final rate of pay for the position, based on job‑related factors consistent with applicable law.
If you are a motivated and results-driven individual with a passion for data center services and a knack for building strong client relationships, we want to hear from you. Join us in revolutionizing the data center industry and apply today!
Salute is an equal opportunity employer committed to celebrating diversity, creating an inclusive environment for all employees, and providing equal employment opportunities to all applicants; if you require a reasonable accommodation to participate in the job application or interview process, perform essential job functions, or receive other benefits and privileges of employment, please contact our Human Resources department at hr@saluteinc.com for more information.
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