Public Market Pricing Strategist

Introduction

A career in IBM Consulting is built on long-term client relationships and close collaboration worldwide. You'll work with leading companies across industries, helping them shape their hybrid cloud and AI journeys. With support from our strategic partners, robust IBM technology, and Red Hat, you'll have the tools to drive meaningful change and accelerate client impact. At IBM Consulting, curiosity fuels success. You'll be encouraged to challenge the norm, explore new ideas, and create innovative solutions that deliver real results. Our culture of growth and empathy focuses on your long-term career development while valuing your unique skills and experiences.

Your role and responsibilities

This role is designed for an expert Price-to-Win Pricing Strategist with deep experience shaping competitive pricing strategies for complex State, Local and Education industry solutions, markets and specific opportunities.

The position sits at the intersection of strategic pricing, competitive intelligence, public-sector procurement, strategic partnerships, deal strategy, financial modeling, and AI. It calls for a leader who can connect Sales, Capture, Finance, Contracts, and executive stakeholders to answer three critical questions: What is the client likely willing to pay? What are competitors likely to bid? Where do we need to price to win while protecting profitability and managing risk?

What You’ll Do

• Lead Price-to-Win strategies, target price ranges, affordability analyses, and competitive pricing scenarios for large, complex pursuits.

• Analyze historical awards, competitor pricing, incumbent contracts, bid data, FOIA/public records, customer budgets, and market benchmarks.

• Evaluate RFP pricing methodologies and model the impact of price, value, and commercial structure on competitive scoring and win probability.

• Design pricing approaches across fixed-price, time-and-materials, XaaS, cloud, usage, subscription, tiered, outcome-based, milestone, and hybrid models.

• Apply generative AI, advanced analytics, and scenario modeling to identify pricing patterns, benchmarks, competitive signals, and insights across large volumes of procurement data.

• Build reusable pricing benchmarks, approval frameworks, playbooks, and win/loss intelligence that strengthen Price-to-Win capabilities across SLED.

• Advise pursuit and executive leadership with clear, fact-based recommendations and influence decisions and market-solution strategy without direct authority.

Required technical and professional expertise

• Extensive leadership experience (10 + years) in strategic pricing, Price-to-Win, competitive intelligence, and deal strategy across SLED and commercial markets

• Demonstrated success leading pricing for large, complex opportunities to improve win probability and protect margin.

• Deep knowledge of public-sector acquisition, cost proposal development, rate structures, and compliant fixed-price, time-and-materials, and hybrid proposals

• Strong expertise in financial modeling, cost modeling, ROI, cash flow, forecasting, scenario analysis, pricing governance, and executive decision support.

• Experience building and scaling pricing organizations, tools, benchmarks, approval frameworks, and commercial governance processes

• Hands-on experience using AI, generative AI, advanced analytics, and market intelligence to support PTW, capture operations, and decision-making.

• Proven ability to align Sales, Capture, Finance, Contracts, Operations, and executive leaders and to convert imperfect data into actionable recommendations.

• Executive-level communication skills, sound judgment, and the ability to perform under tight deadlines across multiple strategic priorities.

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, sex, gender, gender identity or expression, sexual orientation, national origin, caste, genetics, pregnancy, disability, neurodivergence, age, veteran status, or other characteristics. IBM is also committed to compliance with all fair employment practices regarding citizenship and immigration status.