Associate Director - Price to Win

Guidehouse; Washington (District of Columbia); On-site; USD 130,000 - 216,000; Full time

Job summary

Guidehouse is seeking a seasoned Price to Win Leader in Washington, DC to develop data-driven pricing and competitive positioning strategies. You will partner with Capture, Proposal, Pricing, and Finance teams to improve win probability while protecting profitability.

The role requires 10+ years in pricing strategy, strong financial modeling, and expert communication with senior leadership. Expect collaboration across government contracting opportunities and complex deals.

Qualifications

• 10+ years of Price to Win, capture management, or related field.
• Experience with complex consulting, technology, or government contracting opportunities.
• Strong analytical and financial modeling capabilities.
• Advanced Excel and data analysis skills.
• Experience presenting recommendations to senior executives.
• Knowledge of AI technologies in pricing is a plus.

Responsibilities

• Develop Price to Win analysis for strategic opportunities.
• Establish competitive pricing targets based on market intelligence and customer affordability.
• Define pricing strategies that maximize win probability while maintaining margin objectives.
• Identify customer value drivers and translate them into pricing recommendations.
• Analyze competitor pricing trends and market positioning.
• Evaluate incumbent pricing and contract performance when available.
• Incorporate market intelligence into capture and pricing strategies.
• Build pricing models and affordability analyses.
• Evaluate pricing scenarios and trade-offs.
• Assess price sensitivity and cost drivers.
• Establish PTW methodologies, templates, and tools.
• Maintain pricing intelligence repositories and knowledge assets.
• Track pursuit outcomes and pricing effectiveness.

Skills

Price to Win

Capture management

Pricing

Business development

Strategy

Data analytics

Excel

Executive communication

Stakeholder management

Negotiation

Education

Bachelor's degree (Business/Finance/Economics/Mathematics/Data Analytics)

Tools

Advanced Excel

Data analytics tools

Generative AI tooling

Job description

Job Family:PricingTravel Required:Up to 10%Clearance Required:NoneWhat You Will Do:The Price to Win (PTW) Leader is responsible for developing data-driven pricing and competitive positioning strategies that improve win probability while protecting profitability. This role partners closely with Capture Leaders, Account Growth Leaders, Proposal Teams, Pricing, Finance, and Practice Leadership to provide actionable pricing intelligence throughout the pursuit lifecycle.The candidate will analyze customer buying behavior, competitive market conditions, contract structures, and pricing trends to recommend competitive pricing strategies that align with customer expectations and Guidehouse growth objectives. The role serves as a trusted advisor to growth and capture teams on competitive pricing strategy, bid positioning, and deal economics.Key ResponsibilitiesIn this role, you will need the following competencies:Price to Win StrategyDevelop Price to Win analysis for strategic opportunities.Establish competitive pricing targets based on market intelligence, procurement history, and customer affordability.Define pricing strategies that maximize win probability while maintaining margin objectives.Identify customer value drivers, evaluation criteria, and translate them into pricing recommendations.Competitive Intelligence & Market AnalysisAnalyze competitor pricing trends, win patterns, and market positioning.Evaluate incumbent pricing and contract performance when available.Incorporate market intelligence into capture and pricing strategies.Financial & Pricing AnalysisBuild pricing models and affordability analyses.Evaluate pricing scenarios and trade-offs.Assess price sensitivity and cost drivers.Support deal review boards and pricing governance processes.Process Improvement & ReportingEstablish PTW methodologies, templates, and tools.Maintain pricing intelligence repositories and knowledge assets.Track pursuit outcomes and pricing effectiveness.Identify lessons learned and continuously improve PTW practices.What You Will Need:Bachelor's degree in Business, Finance, Economics, Mathematics, Data Analytics, or related field.10+ years of experience in Price to Win, capture management, pricing, business development, strategy, or related field.Experience supporting complex consulting, technology, managed services, or government contracting opportunities.Strong analytical and financial modeling capabilities.Advanced Excel and data analysis skills.Experience presenting recommendations to senior executives.Critical Skills requiredCombination of following technical, business, and AI experience that enables the candidate to project competitor solutions and associated pricing for complex opportunitiesTechnical SkillsPrice to Win methodologiesCompetitive intelligenceFinancial modelingPricing strategyMarket analysisData analyticsScenario modelingCapture management principlesBusiness SkillsStrategic thinkingExecutive communicationStorytelling with dataStakeholder managementDecision supportProblem solvingRisk assessmentNegotiation supportAI SkillsLeverage Generative AI tools to improve pricing analysisDevelop, refine, and utilize AI-powered prompts, workflows, and agents to support cost estimating, pricing strategy development, competitive analysis, and proposal compliance reviews.Identify opportunities to automate pricing processes through AI, advanced analytics, and intelligent workflow solutions to improve efficiency and scalability.Experience utilizing Generative AI tools such as Microsoft Copilot to support analysis, research, content development, or business processes.Strong interest in applying emerging AI technologies to improve pricing processes.What Would Be Nice To Have:Preferred QualificationsExperience in professional services, consulting, federal contracting, or managed services environments.Knowledge of government acquisition and procurement processes.MBA or advanced degree.Certified Pricing Professional (CPP) or equivalent certification. Success ProfileTop performers in this role:Influence pursuit strategy through objective market and pricing insights.Translate complex analysis into simple executive recommendations.Build trusted relationships with capture, pricing, and business leaders.Make sound recommendations despite incomplete information.Operate effectively under aggressive pursuit deadlines.Continuously improve win rates through better pricing decisionsThe annual salary range for this position is $130,000.00-$216,000.00. Compensation decisions depend on a wide range of factors, including but not limited to skill sets, experience and training, security clearances, licensure and certifications, and other business and organizational needs.What We Offer:Guidehouse offers a comprehensive, total rewards package that includes competitive compensation and a flexible benefits package that reflects our commitment to creating a diverse and supportive workplace.Benefits include:Medical, Rx, Dental & Vision InsurancePersonal and Family Sick Time & Company Paid HolidaysPosition may be eligible for a discretionary variable incentive bonusParental Leave and Adoption Assistance401(k) Retirement PlanBasic Life & Supplemental LifeHealth Savings Account, Dental/Vision & Dependent Care Flexible Spending AccountsShort-Term & Long-Term DisabilityStudent Loan PayDownTuition Reimbursement, Personal Development & Learning OpportunitiesSkills Development & CertificationsEmployee Referral ProgramCorporate Sponsored Events & Community OutreachEmergency Back-Up Childcare ProgramMobility StipendAbout GuidehouseGuidehouse is an Equal Opportunity Employer–Protected Veterans, Individuals with Disabilities or any other basis protected by law, ordinance, or regulation.Guidehouse will consider for employment qualified applicants with criminal histories in a manner consistent with the requirements of applicable law or ordinance including the Fair Chance Ordinance of Los Angeles and San Francisco.If you have visited our website for information about employment opportunities, or to apply for a position, and you require an accommodation, please contact Guidehouse Recruiting at 1-571-633-1711 or via email at [e-mail]. All information you provide will be kept confidential and will be used only to the extent required to provide needed reasonable accommodation.All communication regarding recruitment for a Guidehouse position will be sent from Guidehouse email domains including @guidehouse.com or [e-mail]. Correspondence received by an applicant from any other domain should be considered unauthorized and will not be honored by Guidehouse. Note that Guidehouse will never charge a fee or require a money transfer at any stage of the recruitment process and does not collect fees from educational institutions for participation in a recruitment event. Never provide your banking information to a third party purporting to need that information to proceed in the hiring process.If any person or organization demands money related to a job opportunity with Guidehouse, please report the matter to Guidehouse’s Ethics Hotline. If you want to check the validity of correspondence you have received, please contact [e-mail]. Guidehouse is not responsible for losses incurred (monetary or otherwise) from an applicant’s dealings with unauthorized third parties.Guidehouse does not accept unsolicited resumes through or from search firms or staffing agencies. All unsolicited resumes will be considered the property of Guidehouse and Guidehouse will not be obligated to pay a placement fee.