Senior Manager, Price-to-Win (PTW) Strategy

Verizon • Ashburn, VA

19h • Hybrid

About The Position

As a Sr. Manager on the Strategic Pursuits team, you will lead competitive assessments and pricing activities for Verizon Public Sector’s Strategic Pursuits in both the FED and SLED sectors. You provide subject matter expertise for competitive pricing and Price-to-Win (PTW) across the portfolio, manage a team of Competitive Pricing Managers and Consultants, and are accountable for the work product. Within the Competitive Assessment & Pricing Team (CAPT), you drive strategy, processes, and governance to set PTW targets for key strategic opportunities, directly improving win probability (PWIN) and Public Sector revenue growth. You also provide leadership and oversight for day-to-day competitive pricing functions and complex analyses, supporting increased PWIN through development of top-down and bottoms-up assessments.

Requirements

• Strategic PTW Leadership: Extensive experience leading competitive assessments and Price-to-Win (PTW) activities for large-scale, strategic government contracts.
• Public Sector Expertise: Deep familiarity with Federal (FED) and State, Local, and Education (SLED) procurement processes and competitive landscapes.
• People Management: Proven ability to manage a team of Competitive Pricing Managers and external consultants, overseeing complex work products and ensuring high performance.
• Stakeholder Management: Experience interfacing with executives, account managers, and capture teams to develop a "common operational picture" of the competitive market.
• Advanced Modeling: Proficiency in developing both top-down and bottoms-up competitive assessments and complex pricing analyses.
• Strategic Foresight: Ability to develop hypotheses regarding competitor behavior and project future pursuit trends based on market research.
• Process Innovation: Experience implementing and enforcing governance, policies, and innovative tools/methodologies to improve PTW accuracy and PWIN.
• Data Stewardship: Expertise in maintaining and expanding competitive pricing databases and knowledge repositories to inform future bids.
• Collaborative Strategy: Skill in working with third-party vendors, subcontractors, and teammates to refine competitive bid structures and risk-aversion strategies.
• Bachelor’s degree or four or more years of work experience.
• Six or more years of relevant experience required, demonstrated through one or a combination of work and/or military experience, or specialized training.
• Successful experience in moderating a forum of cross-functional teams and managing stakeholder expectations.
• Experience and knowledge of Verizon products and Verizon systems
• Demonstrated ability to maintain a high win rate on "Must-Win" opportunities (typically $50M+ individual deal sizes)
• Knowledge of the full lifecycle, from market white-space analysis to final contract negotiations
• Willingness to travel up to 25%

Nice To Haves

• Masters in Business Administration
• Experience handling multiple projects at one time.
• Federal contract exposure
• Program management certifications like PMP etc.
• Active TS/SCI or Secret clearance
• Proficiency in the Shipley Associates business development lifecycle or equivalent industry-standard frameworks

Responsibilities

• Management of external competitive pricing consultants that have been engaged to develop complex competitive pricing analyses
• Enforce overall CAPT policies and procedures and communicate them to the appropriate stakeholders
• Implement tools and innovative processes to improve the competitive pricing process for improved performance, PTW analysis, and PWIN
• Work with key stakeholders to develop a common operational picture of the competitive landscape (executives, account managers, capture managers, pricing team, etc.)
• Keep abreast of current and projected pursuit efforts, and communicate a competitive pricing viewpoint with hypotheses of the competitors' predicted behaviors
• Research and provide alternate pricing approaches/solutions to pursuit efforts that will avert risk and challenge the capture team to confirm they have made the best strategy decisions and pricing approach
• Guide pricing strategy to ensure competitive bid structure to achieve highest win probabilities
• Manage the activities of department staff in developing and presenting complex competitive pricing analyses
• Interface with customers, third party vendors, subcontractors and teammates as required to develop competitive pricing strategies
• Implement tools and innovative methodologies to improve the competitive pricing process for improved performance, price to win analysis, and win probability
• Maintain a competitive pricing database, continually adding to the knowledge repository

Benefits

• Our benefits are designed to help you move forward in your career, and in areas of your life outside of Verizon.
• From health and wellness benefit options including: medical, dental, vision, short and long term disability, basic life insurance, supplemental life insurance, AD&D insurance, identity theft protection, pet insurance and group home & auto insurance.
• We also offer a matched 401(k) savings plan, up to 8 company paid holidays per year and up to 6 personal days per year, paid parental leave, adoption assistance and tuition assistance, plus other incentives, we’ve got you covered with our award-winning total rewards package.
• Depending on the role, employees have the opportunity to receive compensation in the form of premium pay such as overtime, shift differential, holiday pay, allowances, etc.
• Newly hired employees receive up to 15 days of vacation per year, which grows with additional service.
• For part-timers, your coverage will vary as you may be eligible for some of these benefits depending on your individual circumstances.

What This Job Offers

• Job Type: Full-time
• Career Level: Senior
• Number of Employees: 5,001-10,000 employees