Pre Sales Validation Specialist

About Us

Access is a global leader in information management solutions, offering comprehensive services across the entire document and records management lifecycle. From secure offsite storage for paper and digital records to advanced software for privacy, retention, and document management, Access enables organizations to protect, govern, and maximize the value of their information. Our end-to-end services include backfile imaging and digital delivery, scanning and digitization, business process automation, and secure destruction, purges, shredding and data archiving.

About the Role

A high-impact, analytically strong professional with 8+ years of experience in pre-sales, commercial strategies, positioning and solutioning complex deals across healthcare or technology environments.

The ideal candidate brings strong commercial acumen, technical understanding, and the ability to collaborate effectively with Sales and Delivery to drive structured, high-quality deal outcomes.

Key Responsibilities

• Own end-to-end scoping and pricing across a range of healthcare opportunities
• Translate Sales inputs and Salesforce opportunity data into clear scope definitions, assumptions, and pricing structures
• Perform data sizing and effort estimation, accounting for data volumes, document complexity, and extraction nuances
• Define and validate data extraction approaches in collaboration with Delivery teams to ensure feasibility and accuracy
• Build commercially sound pricing models aligned to deal strategy, including ARR optimization and value positioning
• Develop scenario-based pricing options (base, optimized, upsell) to support Sales positioning, bundling, negotiations, and overall deal strategy
• Advise Sales teams on optimal pricing structures and deal positioning based on client context and constraints
• Collaborate cross-functionally with Sales, Delivery, and Product teams to drive alignment and execution
• Proactively identify and mitigate risks, scope gaps, dependencies, and pricing inconsistencies early in the deal lifecycle
• Drive standardization and integration of deal workflows, including Salesforce processes, enterprise SOW reviews, and Deal Desk--like governance for complex opportunities

Core Skills

• Strong analytical and structured problem-solving ability
• Solid understanding of commercial constructs
• Ability to translate ambiguous inputs into clear assumptions and models

Technical Skills

• Advanced proficiency in Excel (modeling, scenario analysis, pricing frameworks)
• Working knowledge of data systems and extraction approaches
• Hands-on experience with Salesforce for opportunity management and deal inputs

Behavioral Competencies

• High ownership and ability to operate independently
• Communication
• Strong cross-functional collaboration and stakeholder management
• Ability to perform in a fast-paced, deal-driven environment