Associate Director - Price to Win

About this role

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 Responsibilities
In this role, you will need the following competencies:
Price to Win Strategy

• Develop 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 Analysis

• Analyze 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 Analysis

• Build 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 & Reporting

• Establish 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 required
Combination of following technical, business, and AI experience that enables the candidate to project competitor solutions and associated pricing for complex opportunities
Technical Skills

• Price to Win methodologies

• Competitive intelligence

• Financial modeling

• Pricing strategy

• Market analysis

• Data analytics

• Scenario modeling

• Capture management principles

Business Skills

• Strategic thinking

• Executive communication

• Storytelling with data

• Stakeholder management

• Decision support

• Problem solving

• Risk assessment

• Negotiation support

AI Skills

• Leverage Generative AI tools to improve pricing analysis

• Develop, 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 Qualifications

• Experience 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 Profile
Top 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 decisions

The 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 Insurance

• Personal and Family Sick Time & Company Paid Holidays

• Position may be eligible for a discretionary variable incentive bonus

• Parental Leave and Adoption Assistance

• 401(k) Retirement Plan

• Basic Life & Supplemental Life

• Health Savings Account, Dental/Vision & Dependent Care Flexible Spending Accounts

• Short-Term & Long-Term Disability

• Student Loan PayDown

• Tuition Reimbursement, Personal Development & Learning Opportunities

• Skills Development & Certifications

• Employee Referral Program

• Corporate Sponsored Events & Community Outreach

• Emergency Back-Up Childcare Program

• Mobility Stipend

About Guidehouse
Guidehouse is an Equal Opportunity Employer–Protected Veterans, Individuals with Disabilities or any other…