Role Summary
The Sales Operations Manager, Strategic Pricing & Deal Operations leads pricing strategy, sourcing execution, and commercial governance for complex technology opportunities within Staples Technology Solutions (STS). This role owns pricing and sourcing outcomes for strategic technology solutions, including RFP/RFQ opportunities, customer-specific inventory programs, and technology products, services, and print solutions.
In addition to driving day-to-day execution, this leader will modernize and optimize the pricing and sourcing function by implementing best practices, standardized processes, automation, and performance metrics. The role partners closely with Sales, Category Management, Procurement, Finance, Contracts, OEMs, and Distributors to deliver competitive, profitable, and executable customer solutions.
Duties & Responsibilities
Pricing & Commercial Strategy
- Develop pricing strategies for complex, multi-vendor technology opportunities, balancing competitiveness, profitability, and operational feasibility.
- Provide margin guidance, deal structuring recommendations, and commercial support to Sales leadership.
- Establish pricing governance, approval thresholds, and escalation processes.
- Lead pricing strategy for print hardware, software, managed services, and multi-year service agreements.
- Partner with sales teams to create repeatable pricing approaches for strategic technology solutions.
Sourcing & Supplier Management
- Lead sourcing strategy for strategic accounts, RFPs, and RFQs by securing optimal cost, availability, and lead times.
- Manage customer-specific inventory and stocking programs while balancing customer commitments, inventory risk, and profitability.
- Collaborate with manufacturers and distributors to secure special pricing, rebates, funding, and program support.
- Identify and mitigate sourcing risks, including supply constraints, end-of-life products, and allocation challenges.
Process Improvement & Operational Excellence
- Assess current pricing and sourcing operations and develop a roadmap for continuous improvement.
- Redesign workflows across intake, sourcing, pricing, approvals, and handoff processes, including service level expectations.
- Implement tools, automation, templates, and reporting to improve efficiency and reduce rework.
- Develop and maintain SOPs, playbooks, and a centralized knowledge repository.
- Establish KPI reporting and business reviews focused on cycle time, win rate, margins, quote accuracy, and productivity.
Leadership & Team Development
- Define team structure, capabilities, and coverage models to support business growth.
- Lead, coach, and develop pricing and sourcing professionals.
- Drive cross-training, succession planning, and business continuity initiatives.
- Establish performance expectations and manage employee development in partnership with leadership and HR.
Management Responsibilities
- Lead a team of pricing and sourcing professionals supporting complex technology opportunities.
- Oversee hiring, onboarding, coaching, performance management, workload prioritization, and career development.
- Ensure quality, responsiveness, and compliance with pricing governance standards.
Lead cross-functional initiatives involving Sales, Procurement, Finance, Contracts, and Category Management teams
What You Bring to the Table
- Deep expertise in pricing, sourcing, deal desk, or commercial operations within a technology reseller, VAR, distributor, or solution provider environment.
- Proven success improving or transforming pricing, sourcing, bid management, or deal desk functions.
- Strong commercial acumen with the ability to balance growth, profitability, risk, and customer needs.
- Knowledge of OEM, distributor, and channel partner programs, including rebates, funding, and special pricing arrangements.
- Experience implementing tools, automation, reporting, or process improvements that drive measurable results.
- Advanced analytical skills, including Excel and data-driven decision making.
- Strong communication and presentation skills with the ability to influence senior leadership.
- Demonstrated ability to lead teams through change while developing talent and building high-performing organizations.
Basic Qualifications
- Bachelor's degree or equivalent combination of education and experience.
- 5+ years of experience in pricing, sourcing, procurement, deal desk, bid management, or related functions.
- 3+ years of people leadership or cross-functional program leadership experience.
- Experience pricing and sourcing complex, multi-vendor technology opportunities.
- Experience working directly with manufacturers and distributors on cost, availability, and channel programs.
- Advanced Excel skills and strong analytical capabilities.
- Proven success improving business processes with measurable results.
- Strong written, verbal, and presentation skills.
We Offer:
Inclusive culture with associate-led Business Resource Groups
Flexible PTO (22 days) and Holiday Schedule (7 observed paid holidays)
Online and Retail Discounts, Company Match 401(k), Physical and Mental Health Wellness programs, and more!
*The salary range represents the expected compensation for this role at the time of posting. The specific base pay may be influenced by a variety of factors to include the candidate's experience, skill set, education, geography, business considerations, and internal equity. In addition to base pay, this role may be eligible for bonuses, or other forms of variable compensation.
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