Federal Pricing and Win Strategy Lead

IBM
IBM

California, USA · Tokyo, Japan · Texas City, TX, USA

Posted on Jun 12, 2026
Introduction

Expert Price-to-Win (PTW) lead with deep expertise in federal acquisition, competitive intelligence, pricing strategy, financial modeling, and AI-enabled analytics. Serves as a trusted advisor to capture, proposal, and executive leadership teams by developing data-driven pricing strategies that maximize win probability while achieving profitability objectives. Leverages advanced cost estimating, market research, predictive modeling, machine learning, and generative AI tools to analyze procurement trends, assess competitor behavior, forecast winning price ranges, and support strategic bid decisions. Combines strong business acumen, quantitative analysis, and federal contracting knowledge to drive growth, improve win rates, and optimize contract performance across the federal marketplace.

Your role and responsibilities
As a Pricing and Technical SME you will be Responsible for the implementation and management of our “Price to Win (PTW)” capability and work with a team of SMEs. This position must have extensive experience performing PTW Price to Win & Technical analysis and provide high quality PTW targets and recommendations for highly competitive Federal procurements. The quantitative Data analyst must be a self-starter that has the exceptional ability to analyze solicitation requirements, evaluation factors, customer spend data, customer budgets, award trends, competitive landscape, competitor bid tendencies and competitor bid capabilities in deriving accurate PTW targets and recommendations. This person must have excellent communication, technical and presentation skills, with the ability to support executive reviews and present PTW targets and recommendations to Senior leadership in a convincing manner. Additionally, the Date expert must be a team player that is able to effectively collaborate with other functional leads. You will be responsible for collecting, manipulating, and analyzing data to determine trends using standard methods. You will provide reports in visual forms such as graphs, charts, and dashboards, and work closely with clients to understand their needs and analytics opportunities. Your primary responsibilities will include: • Collect and Analyze Data: Collect, manipulate, and analyze large data sets to determine trends using standard methods, and provide reports in visual forms such as graphs, charts, and dashboards.
Required education
Bachelor's Degree
Preferred education
Master's Degree
Required technical and professional expertise
Federal Acquisition & Contracting Expertise
  • Expert knowledge of FAR and agency supplements (DFARS, GSAM, HSAR, VAAR, etc.)
  • Understanding of federal procurement processes, source selection methods, and evaluation criteria
  • Knowledge of contract types (FFP, CPFF, CPAF, T&M, IDIQ, BPA)
  • Experience with cost realism, price reasonableness, and best-value tradeoff evaluations
  • Understanding of federal budgeting, appropriations, and acquisition planning
Price-to-Win & Competitive Strategy
  • Development and execution of Price-to-Win methodologies
  • Competitive assessment and market intelligence analysis
  • Win probability and affordability analysis
  • Competitor pricing and incumbent positioning analysis
  • Pricing strategy development aligned with capture and proposal objectives
  • Margin optimization and strategic tradeoff analysis
Cost Estimating & Financial Analysis
  • Basis of Estimate (BOE) development
  • Bottom-up, parametric, and historical cost estimating
  • Labor rate, indirect rate, escalation, and wrap-rate modeling
  • Profitability, ROI, NPV, and cash-flow analysis
  • Scenario planning, sensitivity analysis, and financial risk assessment
  • Cost volume development and pricing compliance reviews
Data Analytics & Quantitative Modeling
  • Statistical analysis and predictive modeling
  • Regression analysis and trend forecasting
  • Monte Carlo simulations and probabilistic modeling
  • Data mining, benchmarking, and market analysis
  • Quantitative decision support and risk modeling
  • Development of data-driven pricing recommendations
Advanced Analytics
  • Expert proficiency in Microsoft Excel
    • Financial modeling
    • Pivot Tables
    • Power Query/Power Pivot
    • VBA and automation
    • Dashboard development
  • SQL and database querying
  • Data visualization and reporting
Business Intelligence & Market Research

  • Microsoft Power BI
  • Tableau
  • Federal procurement databases and market intelligence tools
  • SAM.gov, FPDS-NG, USAspending.gov, agency forecasts, and contract award repositories
Preferred technical and professional experience
Data Analytics, AI & Quantitative Modeling

  • Statistical analysis and predictive modeling
  • Regression analysis and trend forecasting
  • Monte Carlo simulations and probabilistic modeling
  • Data mining, benchmarking, and market analysis
  • AI-assisted competitive intelligence and market research
  • Machine learning applications for price prediction and win probability analysis
  • Predictive analytics using historical procurement and award data
  • Large Language Model (LLM) applications for acquisition research, solicitation analysis, and proposal support
  • Generative AI tools for data synthesis, trend identification, and scenario development
  • Development of AI-enhanced pricing models and decision-support tools
  • Quantitative risk analysis and optimization modeling
  • Data visualization and executive decision analytics
  • Expert proficiency in Microsoft Excel
    • Financial modeling
    • Pivot Tables
    • Power Query/Power Pivot
    • VBA and automation
    • Dashboard development
  • SQL and database querying
  • Data visualization and reporting

  • Microsoft Power BI
  • Tableau
  • Federal procurement databases and market intelligence tools
  • SAM.gov, FPDS-NG, USAspending.gov, agency forecasts, and contract award repositories

ABOUT BUSINESS UNIT

IBM Consulting is IBM’s consulting and global professional services business, with market leading capabilities in business and technology transformation. With deep expertise in many industries, we offer strategy, experience, technology, and operations services to many of the most innovative and valuable companies in the world. Our people are focused on accelerating our clients’ businesses through the power of collaboration. We believe in the power of technology responsibly used to help people, partners and the planet.

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OTHER RELEVANT JOB DETAILS

IBM offers a competitive and comprehensive benefits program. Eligible employees may have access to:

- Healthcare benefits including medical & prescription drug coverage, dental, vision, and mental health & well being

- Financial programs such as 401(k), cash balance pension plan, the IBM Employee Stock Purchase Plan, financial counseling, life insurance, short & long- term disability coverage, and opportunities for performance based salary incentive programs

- Generous paid time off including 12 holidays, minimum 56 hours sick time, 120 hours vacation, 12 weeks parental bonding leave in accordance with IBM Policy, and other Paid Care Leave programs. IBM also offers paid family leave benefits to eligible employees where required by applicable law

- Training and educational resources on our personalized, AI-driven learning platform where IBMers can grow skills and obtain industry-recognized certifications to achieve their career goals

- Diverse and inclusive employee resource groups, giving & volunteer opportunities, and discounts on retail products, services & experiences

We consider qualified applicants with criminal histories, consistent with applicable law.

This position was posted on the date cited in the key job details section and is anticipated to remain posted for 21 days from this date or less if not needed to fill the role.

IBM will not be providing visa sponsorship for this position now or in the future. Therefore, in order to be considered for this position, you must have the ability to work without a need for current or future visa sponsorship.

The compensation range and benefits for this position are based on a full-time schedule for a full calendar year. The salary will vary depending on your job-related skills, experience and location. Pay increment and frequency of pay will be in accordance with employment classification and applicable laws. For part time roles, your compensation and benefits will be adjusted to reflect your hours. Benefits may be pro-rated for those who start working during the calendar year.

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