Job Description

Introduction
At IBM, work is more than a job its a calling: To build. To design. To code. To consult. To think along with clients and sell. To make markets. To invent. To collaborate. Not just to do something better, but to attempt things youve never thought possible. Are you ready to lead in this new era of technology and solve some of the worlds most challenging problems? If so, lets talk.

Your Role and Responsibilities
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 a Solution Architect with over 10 years of delivering technical solutions to be 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.

In this role you will:

* Use previous experience delivering technical solutions to build a basis of estimates for competitive solutions
* 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 competitors predicted proposal pricing
* Be 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.

Required Technical and Professional Expertise

* BS/BA degree (preferred fields of study include Engineering, Business, and/or Finance)
* At least 10 years delivering technical solutions
* At least 5 years of solution architecture experience
* 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

Preferred Technical and Professional Expertise

* At least 5 years experience in analytical and creative problem solving skills including documentation of analysis
* At least 5 years successful professional experience in federal and/or state and local contract competitions
* Demonstrated technical community leadership in capturing, developing and sharing knowledge with team members to raise competencies
* At least 5 years of experience Microsoft Office Suite
* At least 5 year of experience in organizational and time management skills

* U.S. Citizenship