Bid & Pricing Manager

Fortinet

The Bid & Commercial Manager is responsible for managing complex bids and commercial proposals from opportunity qualification through contract signature. The role combines bid orchestration & pricing shaping while ensuring that offers are competitive, compliant, commercially sound, and aligned with company strategy & corporate policies. This involves close collaboration and interactions with Sales, Technical teams, Support & Services teams, InfoSec, Finance, Legal, Supply Chain, Product, and any other required stakeholders.

Core Responsibilities (non-exhaustive)

Manage the end-to-end bid process for Enterprise and public tenders

• Analyze RFPs, RFQs, and contract requirements (commercial, financial, and legal)

• Support bid/no-bid decisions through risk and opportunity assessment

• Contribute to the commercial strategy and win themes in collaboration with sales

• Coordinate inputs from internal/external stakeholders to deliver high-quality proposals

• Ensure bids are submitted on time and fully compliant with customer requirements

• Prepare and lead internal bid review meetings

• Build business cases ensuring financial compelling offer while protecting company margin

Develop pricing models, cost structures, and margin analyses

• Build and validate commercial assumptions and financial scenarios

• Ensure compliance with internal commercial governance and approval processes

• Identify contractual, financial, and operational risks and propose mitigation actions

• Support commercial and contractual negotiations with customers along with sales

• Contribute to contract finalization and handover to relevant post-sales teams

• Maintain bid documentation, templates, and commercial standards

• Capture lessons learned from won and lost bids to improve future performance

• Track and report bid KPIs (win rate, margins, compliance, deadlines)

Profile Requirements

• Master’s degree (Business, Engineering, Finance, or equivalent)

• Proven experience (typically 8+ years) in bid management, commercial/contract management

• Experience in project-based or contract-driven industries is an advantage

• Strong understanding of bid and tender processes

• Solid financial and commercial acumen (pricing, margins, cost modelling)

• Good knowledge of contract terms and commercial risk management

• Strong analytical and problem-solving skills with attention to detail

• Fluent Spanish/Portuguese is a plus

Excellent written and verbal communication skills

• Ability to influence without authority

• Results-driven mindset with strong commercial awareness