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Vertiv

Builds power and cooling systems for data centers

Strategic Pricing & Commercial Excellence Leader - Thermal

Sales OperationsConfirmed live in the last 24 hours
Full-timeWesterville, OH, USANo salary listed

About the Job

Requirements

  • A bachelor's degree in Finance, Accounting, Economics, Business Administration, Engineering, or a related field is required.
  • At least 10 years of progressive experience in commercial finance, pricing strategy, deal management, or business analytics within industrial, manufacturing, or technology companies is required.
  • Demonstrated expertise in pricing strategy, profitability analysis, and financial modeling for engineered or configured products is required.
  • Hands-on experience with pricing governance systems such as K2 or equivalent workflow and approval platforms is required.
  • A proven track record managing deal desks, pricing exceptions, and commercial approval processes at scale is required.
  • Advanced skills in Excel, business analytics tools, and pricing analytics platforms are required.
  • Strong analytical, problem-solving, and executive communication capabilities are required.

Responsibilities

  • Lead strategic deal pricing for the Thermal Regional Business Unit, developing pricing positions that balance competitiveness with margin targets.
  • Support business case analysis with Portfolio or Business Segment leaders, validating commercialization assumptions, cost structures, and return profiles.
  • Own deal desk leadership, including intake, triage, pricing development, cross-functional review, and final recommendations for strategic and non-standard deals.
  • Drive win-rate analysis on Must Win Deals, identifying patterns in wins and losses to improve pricing strategy and competitive positioning.
  • Own pricing governance for the Americas Regional Business Unit in K2 software, ensuring pricing actions follow approval workflows and policy requirements.
  • Manage Deviation of Policy requests for the Regional Business Unit by reviewing, routing, approving, or escalating pricing exceptions against defined thresholds and authority levels.
  • Manage commercial approvals for discounts, exceptions, and non-standard terms, ensuring decisions are documented, justified, and aligned with Variable Contribution Margin targets.
  • Establish and enforce discount guardrails that protect margin while allowing Sales to compete on strategic opportunities.
  • Develop commercial packages that translate product capabilities into customer-facing pricing structures, bundles, and value propositions.
  • Validate commercialization assumptions, including volume, mix, cost, and competitive positioning, before new products or solutions go to market.
  • Partner with Product Management and Sales to align regional pricing with global list prices, channel strategies, and segment-specific requirements.
  • Conduct margin and price-realization analysis to measure actual versus target pricing performance across products, segments, and channels.
  • Build and maintain pricing analytics that track Variable Contribution Margin attainment, deal profitability, discount trends, and competitive price positioning.
  • Deliver pricing-accuracy reporting that quantifies forecast-to-actual variance and identifies root causes of pricing leakage.
  • Track and report win-rate and Must Win Deal performance, providing leadership with actionable insights on competitive dynamics and deal outcomes.

Desired Qualifications

  • A Master of Business Administration or equivalent advanced degree is preferred.
  • Experience supporting manufacturing, engineered products, critical infrastructure, data center, or industrial technology businesses is preferred.
  • Experience with Power BI or equivalent business intelligence platforms for pricing dashboards and analytics is preferred.
  • Familiarity with Variable Contribution Margin frameworks and cost-plus or value-based pricing models is preferred.
  • Experience working within a matrixed, multi-site regional organization with Global Business Unit/Regional Business Unit or similar global-regional operating models is preferred.
  • A track record of improving win rates and deal profitability through data-driven pricing interventions is preferred.

About the Company

Vertiv

Builds power and cooling systems for data centers

Vertiv builds power and cooling equipment that keeps data centers, communication networks, and industrial facilities running through outages and heavy computing loads. Its Liebert cooling systems manage the heat generated by servers, while its power products protect equipment and distribute electricity. The company sells equipment directly and through distributors, then earns additional revenue from installation, maintenance, spare parts, and services throughout the equipment life cycle. Its portfolio also includes racks and software for monitoring and managing IT equipment. Vertiv became a standalone company in 2016 and is headquartered in Westerville, Ohio.

Company size
10,001+
Company stage
IPO
Headquarters
Westerville, OH
Founded
2016

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