IBM Deal Strategist - Strategic Deal Team in HERNDON, Virginia
IBM Global Business Services (GBS) is a team of business, strategy and technology consultants enabling enterprises to make smarter decisions and providing unparalleled client and consumer experiences in cognitive, data analytics, cloud technology and mobile app development. IBM GBS empowers clients to digitally reinvent their business and get the competitive edge in the cognitive era in over 170 countries.Bottom line? We outthink ordinary. Discover what you can do at IBM. The Public Service Sector consulting practice is a trusted advisor to federal, state and local governments, partnering to meet challenges and responding quickly to citizen demands, business needs, new economic conditions, and changing legislative priorities and policies.Our Strategic Deal Team is seeking an experienced Deal Strategist responsible for shaping and participating on top priority pursuits in all phases of the business development life cycle to include opportunity assessment, Deal Strategy workshops, Black Hat competitive assessments, competitive technical solutioning, Price to Win development, Pricing Strategy, Pricing reviews, and post-submission activities.This individual will utilize data-driven top-down and bottom-up methodologies to model customer and competitive behaviors; design basis of estimate, bill of material and financial models that consider client requirements, client budget, client award behaviors, competitor cost estimates, competitive solution offerings, and competitor pricing strategies to enable informed business decisions about opportunity pursuit. Additionally:
Develop detailed basis of estimates and financial analysis predicting competitors pricing based on individual competitor knowledge gained through Competitive Intelligence (CI) and Competitive Analysis (CA)
Use parametric cost modeling tools to effectively capture key information to devise and recommend bidding strategies and Price-To-Win recommendations to effectively compete against competitor’s predicted proposal pricing
Recognized as a domain expert within the business unit responsible for providing unbiased, fact-based leadership and direction in designing bidding strategy recommendations
Conduct market research and competitive assessment initiatives to mine, develop and maintain competitive intelligence databases containing cost and pricing data to foster growth within core technology areas and/or emerging markets
Develop pricing strategies that focus on the understanding of the competitive threats faced and develops strategies for mitigating those threats
Integrate with key capture team members to gain an understanding of the procurement, competitive landscape, firm positioning, likely procurement structure, and overall bid health
Develop pricing approach to achieve Price-to-Win targets and business financial objectives. This could include independent market salary analysis, IBM basis of estimate reviews, labor category/skill mix and band mapping, subcontractor target rates analysis, and bid model optimization evaluation.
Assess the impact of Ts&Cs and Contract type (e.g Cost Plus, Fixed Price, T&M) on cost, contingency and profit
Identify potential impact/risk on delivery associated with pricing/business strategies implemented in the proposal
Leverage and maintain relationships with key capture and proposal team members and account leaders to identify new competitive intelligence needs of leadership and capture market intelligence.
Develop and articulate competitor technical solutions, Price-To-Win, price strategy, risk mitigation, and competitive landscape dialogue with executive and senior leadership and provides sound recommendations for capture and delivery.
Serve as an organizational knowledge expert for all technical PTW analysis products and processes by developing and maintaining estimation tools, templates, and job aids necessary to support the PTW process.
Support post-sales activities by performing post award analysis to identify lessons learned and trends for future opportunities.
Health Insurance. Paid time off. Corporate Holidays. Sick leave. Family planning. Financial Guidance. Competitive 401K. Training and Learning. We continue to expand our benefits and programs, offering some of the best support, guidance and coverage for a diverse employee population.
CAREER GROWTH Our goal is to be essential to the world, which starts with our people. Company wide we kicked off an internal talent strategy program called Go Organic. At our core, we are committed to believing and investing in our workforce.
BS/BA degree (preferred fields of study include Engineering, Business, and/or Finance)
Possess a minimum of 10 years successful professional experience in federal and/or state and local contract competitions
At least 5 years of solution architecture experience
Highly developed technical capability across a broad range of IT product and service disciplines
At least 5 years of experience creating basis of estimates in response to commercial, federal, and/or state and local contract requirements
Knowledge of Federal and/or state and local IT Requirements (FISMA, NIST, etc.)
Ability to articulate competitors technical approaches to non-technical audiences
Demonstrated experience in knowledge of competitor behaviors
IBM is committed to creating a diverse environment and is proud to be an equal opportunity employer. All qualified applicants will receive consideration for employment without regard to race, color, religion, gender, gender identity or expression, sexual orientation, national origin, genetics, disability, age, or veteran status. IBM is also committed to compliance with all fair employment practices regarding citizenship and immigration status.