• Own the intake, triage, and resolution process for non-standard pricing requests, including making recommendations, identifying required approvals, and ensuring stakeholders are aligned on final decisions. • Apply deep C&I solar and O&M expertise to diagnose non-standard deal situations, determine what input is needed and from whom, and translate resolutions into clear, actionable guidance for Sales across both commercial and residential business lines. • Serve as the cross-functional coordination point for contract and redline questions with pricing or structural implications — identifying the right owners, running down answers, and synthesizing clear guidance so deals don't stall at the handoff between functions. • Proactively communicate status, risks, and blockers on complex deals to cross-functional stakeholders — not just when asked, but as a consistent habit that keeps deal velocity high and surprises low. • Identify and surface breakdowns in the pricing ecosystem, working with the right owners to close gaps and reduce the volume of deals that fall outside our pricing infrastructure. • Partner with Finance, Field Service, and Product to identify gaps in pricing model inputs and coordinate updates so that exceptions requiring manual intervention decrease over time. • Capture the structure, rationale, and outcome of non-standard deals as institutional knowledge, feeding patterns back to Finance and Product to improve pricing guardrails and future deal velocity. • Manage and develop a team of two, providing day-to-day guidance, coaching, prioritization support, and feedback. • Serve as the go-to internal reference point on C&I solar market dynamics and O&M service economics — synthesizing market knowledge, deal history, and competitive context into guidance that sharpens how Sales positions and prices. • Set priorities for the team, balance urgent deal support with longer-term process improvements, and build the team’s ability to diagnose pricing issues independently over time. • Create structure for team workflows, decision-making, and escalation paths so work moves forward with clarity and consistency.

• Implement cost and price updates across multiple systems to ensure accuracy and consistency • Manage and maintain margin performance by product and selling system • Monitor and report on customer pricing tiers and pricing effectiveness • Execute promotional strategies, including loyalty and membership program pricing • Analyze structured and unstructured data to identify trends and opportunities • Develop and maintain reporting, dashboards, and pricing analytics • Support pricing strategy decisions through ad hoc analysis and insights • Partner with merchandising, sales, and vendors to align on pricing execution • Evaluate competitive pricing and price elasticity to optimize margin and volume • Contribute to the development of tools, models, and best practices in pricing analytics

Role Description The Pricing and Deal Desk Analyst will work closely with sales teams to develop and enact competitive pricing strategies. - Analyze customer data to determine prices based on internal financial pricing models. - Ensure key financial metrics are met with every potential deal. - Review and approve legal language required for certain deals. - Develop and implement improvements to internal work processes. - Work with a variety of departments to efficiently manage the deal process. - Review and approve all deals for financial and technical accuracy. - Provide general support to sales teams around pricing, reporting, and commission. Qualifications - Bachelor’s degree in business administration. - 1-2 years of experience with deal structuring/quoting complex SaaS transactions for a fast-growing multi-national organization. - Experience with Salesforce and NetSuite. - Accuracy and attention to detail. - Sense of urgency. - Strong written and verbal communication skills. - Team collaboration skills. - Effective problem-solving skills. - Analytical thinking. Requirements - Must be able to devise solutions to drive profitability and support revenue and market share goals. - Needs to examine and assess data from a variety of sources to provide proper guidance across a variety of deal types. Company Description Varonis (Nasdaq: VRNS) is a leader in data security, fighting a different battle than conventional cybersecurity companies. Our cloud-native Data Security Platform continuously discovers and classifies critical data, removes exposures, and detects advanced threats with AI-powered automation. Thousands of organizations worldwide trust Varonis to defend their data wherever it lives — across SaaS, IaaS, and hybrid cloud environments. - Customers use Varonis to automate a wide range of security outcomes, including: - Data security posture management (DSPM) - Data classification - Data access governance (DAG) - Data detection and response (DDR) - Data loss prevention (DLP) - Insider risk management - Varonis protects data first, not last.

- Receive, analyze and process all incoming RFPs for cross border, domestic Canada and domestic USA business opportunities. - Perform detailed costing analysis and develop pricing options to present to Sales team for customer negotiations; use different pricing scenarios to rate shipments and compare net results - Assist in planning, developing, and evaluating pricing strategies at a macro and micro level in line with business strategy. Analyze factors such as volume opportunity, profit potential, and service cross-over to other departments, etc. that impacts pricing decisions. - Review performance data that includes financial, sales, and activity reports to monitor and measure the productivity, goal achievement, and overall effectiveness. - Supportive of the Business Development and Customer Service departments to identify and target new growth opportunities as well as expand existing business with current clientele. - Identifying target markets and tracking market trends based on the company’s current proficiency and competitiveness in response to clearly identifiable advantageous positions - Responsible for the ongoing improvement of pricing processes - Respond to pricing inquiries, investigate and resolve pricing issues.