Enterprise Business - Pricing Analyst (Connectivity & Solutions)

CD Level (For CDT Posting Only)

CD4

Role Summary

As CelcomDigi scales its enterprise business across cloud, AI, cybersecurity, IoT, and managed services, the growing complexity and scale of deals demand more sophisticated bid and pricing capabilities. This role is responsible for developing competitive pricing strategies that improve deal win rates while protecting margins and ensuring commercial viability and delivery feasibility. You will go beyond applying standard rate cards. You will build pricing frameworks from the ground up for non-standard, integrated solutions where market benchmarks are limited, commercial complexity is high, and a well-structured pricing model can make the difference between winning and losing a deal.

As part of Bid & Pricing Excellence, you will work closely with Business Development, Pre-Sales, Finance, and Bid Managers to develop and optimize pricing models, conduct cost analysis, evaluate commercial scenarios, and structure competitive, profitable deals across a diverse portfolio of enterprise solutions. Experience in building and pricing integrated solutions adjacent to connectivity is a core requirement. The ability to price complex solutions across cloud, AI, cybersecurity, IoT, and managed services is essential, while mobile pricing experience would be an added advantage.

Responsibilities

• Connectivity & Solutions Pricing
  - Build competitive pricing models for cloud, AI, cybersecurity, IoT, and managed services deals where established rate cards are unavailable and pricing must be developed from commercial first principles.
  - Develop price-to-win analysis for each bid, combining market intelligence, competitive benchmarks, and customer budget signals to optimize win probability while protecting margins.
  - Design deal structures suited to each solution, such as CAPEX vs. OPEX, subscription vs. consumption-based, managed services vs. project-based, and bundled vs. itemized pricing.
  - Develop reusable pricing frameworks for each solution category to improve consistency, efficiency, and scalability across bids.
  - Validate third-party costs, commercial assumptions, and risk exposure are accurately reflected in every pricing model.
• Financial Governance & Margin Protection
  - Develop a comprehensive cost model covering direct costs, partner costs, implementation, managed services, and risk, with all cost assumptions validated.
  - Conduct margin analysis and P&L stress testing, including base-case and worst-case scenarios, before submission to management approval forums.
  - Enforce the approved margin floor and promptly escalate any proposed deviation to the Head of Bid & Pricing Excellence, supported by documented commercial rationale.
  - Prepare financial analysis and recommendations for management approval packs, covering margin position, cost assumptions, and risk-adjusted scenarios.
  - Initiate post-award margin tracking during handover to compare bid assumptions against actual delivery costs and incorporate lessons learned into future pricing models.
• Commercial Intelligence & Market Benchmarking
  - Build and maintain competitive pricing intelligence across cloud, AI, cybersecurity, and managed services for Public Sector and Strategic Commercial accounts.
  - Maintain a pricing intelligence database capturing submitted prices, margin outcomes, win/loss results, and key assumptions to inform future bids using actual data.
• Bid Execution Support
  - Work closely with Bid Managers and Pre-Sales Managers to ensure pricing models accurately reflect the technical scope, solution design, and delivery commitments.
  - Support the commercial sections of bid proposals, ensuring pricing is competitive, clearly presented, and aligned with customer evaluation criteria.
  - Ensure management approval packs are complete, with validated financial models, documented cost assumptions, and confirmed margin positions.
• Pricing Function Continuous Improvement
  - Identify gaps in pricing processes, tools, and methodologies, and proactively recommend practical improvements.
  - Develop and refine solution pricing playbooks for each category, building reusable knowledge and improving the quality and efficiency of future submissions.
  - Participate in post-bid reviews to capture pricing-specific lessons and translate them into improvements in cost models, pricing methodologies, and governance processes.
  - Contribute to pricing governance standards, including margin floor policies and commercial approval frameworks as the function evolves.
  - Benchmark external best practices and recommend how CelcomDigi's pricing capabilities should evolve to support the growth and increasing complexity of its Connectivity & Solutions portfolio.

Job Requirements

• 4–6 years of experience in pricing, commercial analysis or financial analysis within enterprise technology, managed services, cloud, consulting or telecommunications enterprise solutions.
• Demonstrated ability to develop pricing models for complex, non-standard solutions.
• Experience in B2B enterprise bid or proposal pricing, with a solid understanding of the bid lifecycle, pricing approval processes and commercial governance.
• Proven ability to collaborate with Sales, Pre-Sales, Finance and Bid Management teams under tight deadlines.
• Experience in mobile or connectivity pricing is an advantage but not a primary requirement.
• Degree in Finance, Economics, Business, Engineering or a related discipline, or equivalent relevant professional experience.
• Ability to build multi-scenario financial models, P&L simulations and Bills of Quantities (BOQs) from first principles.
• Familiarity with AWS, Microsoft Azure and Google Cloud pricing structures, managed service frameworks and consumption-based billing is highly advantageous.
• Ability to independently develop comprehensive cost models, conduct margin analysis and perform financial stress testing without relying on existing templates.
• Understands the difference between solution delivery costs and customer willingness to pay, and develops pricing strategies that balance competitiveness with profitability.
• Maintains disciplined documentation of assumptions, version control and cost validation to ensure pricing accuracy and reliability.
• Proactively gathers market pricing data, competitor insights and industry benchmarks to inform pricing decisions.
• Goes beyond executing established processes by identifying opportunities to improve pricing methodologies, tools and governance.
• Drives sound commercial decisions through robust analysis, clear recommendations and stakeholder collaboration rather than formal authority.
• Articulates complex financial analysis and pricing recommendations clearly and confidently to senior leadership.