Bid & Pricing Manager

Fortinet, Inc.; Sunnyvale (CA); On-site; USD 130,000 - 180,000; Full time

Benefits offered by this job

Medical insurance

Dental insurance

Vision insurance

401(k)

Vacation time

Sick leave

Job summary

Fortinet, Inc. is seeking a Bid & Commercial Manager who will manage complex bids and commercial proposals from opportunity qualification through contract signature. The role involves collaboration with various teams ensuring that offers are competitive and compliant.

Ideal candidates will have at least a master's degree and 8+ years of experience in bid management. The position offers a base salary ranging from $130,000 to $180,000 along with a variety of employee benefits.

Qualifications

• 8+ years of experience in bid management or commercial/contract management.
• Experience in project-based or contract-driven industries is an advantage.
• Strong understanding of bid and tender processes.

Responsibilities

• Manage the end-to-end bid process for Enterprise and public tenders.
• Analyze RFPs, RFQs, and contract requirements.
• Support bid/no-bid decisions through risk and opportunity assessment.

Skills

Bid management

Commercial acumen

Analytical skills

Communication skills

Problem-solving

Education

Master's degree (Business, Engineering, Finance, or equivalent)

Job description

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

• 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

Benefits

Fortinet offers employees a variety of benefits, including medical, dental, vision, life and disability insurance, 401(k), 11 paid holidays, vacation time, and sick time as well as a comprehensive leave program.

Wage ranges are based on various factors including the labor market, job type, and job level. Earnings for this position are expected to be $130,000 - $180,000. Exact salary offers will be determined by factors such as the candidate's subject knowledge, skill level, qualifications, experience, and geographic location.

All roles are eligible to participate in the Fortinet equity program. Bonus eligibility is reviewed at time of hire and annually at the Company’s discretion.