Pricing Analyst

We are seeking a detail-oriented and analytically driven Pricing Analyst to support the development of competitive, winning proposals for IT solutions and technology services. This role sits at the intersection of financial modeling, market intelligence, and deal strategy — responsible for the upfront research and pricing analysis that informs every proposal we submit. The ideal candidate brings a solid understanding of IT services cost structures (labor categories, licensing, managed services, cloud) and experience working within a fast-paced proposal environment.

Key Responsibilities:
Proposal Pricing
Build detailed cost models and pricing structures for IT proposals, RFPs, RFQs, and contract renewals — including labor (staff augmentation, managed services), software licensing, hardware, and cloud/SaaS components
Collaborate with capture managers, solution architects, and finance to gather cost inputs and validate technical assumptions
Develop and maintain pricing templates, BOEs (Basis of Estimate), and rate card tools to support consistent, repeatable proposal development
Conduct profitability analysis and scenario modeling (e.g., fixed-price vs. T&M, on-site vs. remote) to support margin targets and deal structure decisions
Review cost estimates for completeness, risk, and compliance with RFP instructions before submission
Market Research & Competitive Analysis
Conduct upfront market research on each opportunity — analyzing competitor positioning, comparable contract awards, and prevailing IT labor rates in the relevant geography
Use tools such as USASpending.gov, GovWin, Bloomberg Government, or similar platforms to research competitor pricing and contract vehicle history
Apply price-to-win (PTW) methodology to establish competitive price targets and share findings with proposal leadership
Research applicable wage determinations (SCA, Davis-Bacon) and GSA schedule rates where relevant
Track win/loss outcomes and analyze pricing variance to continuously improve bid accuracy
Collaboration & Reporting
Present pricing rationale, competitive research summaries, and risk assessments to proposal teams and the VP of Growth.
Support negotiation preparation by modeling alternative pricing structures and tradeoffs
Maintain a pricing database of historical bids, awarded rates, and subcontractor cost data
Assist in developing and enforcing pricing policies, discount approval workflows, and review gates

Qualifications:
Required
Bachelor's degree in Finance, Economics, Business, Information Systems, or a related field
4–6 years of experience in pricing, financial analysis, or proposal development within an IT services or technology company
Strong proficiency in Excel for financial modeling; experience with pricing tools or CPQ platforms a plus
Familiarity with IT services cost structures, including labor categories, software licensing, cloud infrastructure, and managed services
Experience supporting RFP/RFQ responses, including reading and interpreting solicitation instructions
Solid written and verbal communication skills with the ability to present complex pricing analysis clearly to non-financial audiences
Preferred
Experience pricing for federal, state, or local government IT contracts (IDIQ, GWAC, BPA, Client 3, etc.)
Familiarity with price-to-win methodology and competitive intelligence tools (GovWin, Bloomberg Government, USASpending)
Knowledge of FAR/DFARS cost principles and cost or pricing data requirements
Experience with BI tools such as Power BI or Tableau for pricing analytics and dashboards