ResponsibilitiesThe Vice President, Price to Win (PTW) & Competitive Intelligence (CI) is an executive responsible for shaping enterprise-wide competitive strategy, enabling informed bid decisions, and positioning Peraton to win in a highly competitive federal contracting environment. The role leads the PTW, competitive intelligence, and market analysis functions. It partners closely with Growth, Capture, Finance, and executive leadership to influence pipeline prioritization, bid strategy, pricing posture, and investment decisions.
The VP drives a disciplined, data-driven approach to understanding the competitive landscape, anticipating competitor behavior, and developing differentiated insights that raise win probability on strategic pursuits. The VP leads a team of PTW analysts, CI professionals, and market researchers (three today, planned growth to eight), supports roughly 40 pursuits per year, and ensures consistent methodologies, tools, and best practices across the enterprise.
Key Responsibilities:Strategic Leadership- Establish and execute the enterprise PTW & Competitive Intelligence strategy aligned with company growth objectives.
- Serve as the senior advisor to C-suite and Business Unit leadership on competitive positioning, pricing strategy, and market dynamics.
- Partner with Growth, Finance, Strategy, and Operations to shape pipeline development and bid/no-bid decisions.
Price-to-Win Leadership- Lead PTW analyses for high-value and must-win pursuits, including price modeling, cost realism analysis, competitor cost structures, and likely competitor pricing strategies.
- Deliver defensible, data-driven recommendations that inform capture strategy, teaming, solution approach, and bid posture.
- Ensure PTW processes are standardized, scalable, and compliant with applicable regulations (including the Procurement Integrity Act) and ethical guidelines.
- Partner with Finance and Contracts on rates, indirects, and forward pricing, and run the review and approval path for price recommendations.
Competitive Intelligence & Market Insight- Direct enterprise-wide CI activities, including competitor profiles, Black Hat/Red Team analyses, and assessments of industry trends, technology shifts, and emerging threats.
- Build and maintain an intelligence framework drawing on open-source data, proprietary tools, market research, and industry networks.
- Deliver executive-level briefings that drive decisions and strategic investments.
- Maintain strict controls on competitor and source-selection information, including legal review and clean-team processes.
- Run post-award debriefs and win/loss analysis to improve pWin calibration and feed lessons learned back into the pipeline.
- Provide a competitive view of the portfolio to inform pWin scoring and B&P investment recommendations.
Team & Operational Management- Lead, mentor, and develop a high-performing team of PTW and CI professionals.
- Implement repeatable methodologies, analytical tools, and best practices to mature capability.
- Establish quality standards, performance metrics, and accountability across all PTW/CI activity.
- Build the team from three to eight, and own the CI/PTW tools, data subscriptions, and budget, including analytics and automation.
Cross-Functional Collaboration- Work closely with Capture Managers, Proposal Teams, Pricing Leads, and Technical Solution Architects throughout the pursuit lifecycle.
- Support solution trade-offs, competitive differentiators, value scoring, and price-feature optimization.
- Facilitate competitive strategy workshops, Black Hats, and solution/pursuit reviews.
Measures of Success- PTW analysis completed before RFP release on all must-win pursuits
- Improved win rate and pWin calibration across the roughly 40 annual pursuits
- Bid/no-bid decision quality and B&P spend efficiency
- Timely, adopted executive CI briefings
- Team built to plan (3 to 8), with standardized methods and tools in use
QualificationsRequired- Bachelor's Degree and 15+ years of experience in federal contracting, competitive intelligence, pricing strategy, or capture leadership.
- Deep understanding of the full BD lifecycle (Shipley or equivalent), government acquisition, and competitive procurement.
- Proven success leading PTW and CI for major IDIQs, recompetes, and large strategic pursuits.
- Demonstrated ability to build and manage high-performing analytical teams.
- Strong financial acumen: cost models, pricing structures, and government cost accounting.
- Excellent executive communication, briefing, and influencing skills.
- Active Secret clearance.
- Ability to work on-site in Reston, VA.
- US Citizenship
Preferred- Active TS/SCI security clearance.
- Experience within defense, intelligence, or federal civilian markets.
- Advanced degree in Business, Finance, Economics, Data Analytics, or related field preferred.
- Certifications in Competitive Intelligence (SCIP), Pricing, Capture, or Shipley methodologies.
- Familiarity with cost estimation tools, market intelligence platforms, and competitive modeling software.
Key Competencies- Strategic thinking and business acumen
- Analytical rigor and structured problem-solving
- Executive presence and communication
- Ability to influence cross-functional leadership
- High degree of discretion and ethical judgment
- Team leadership and talent development
Target Salary Range$190,000 - $304,000. This represents the typical salary range for this position. Salary is determined by various factors, including but not limited to, the scope and responsibilities of the position, the individual's experience, education, knowledge, skills, and competencies, as well as geographic location and business and contract considerations. Depending on the position, employees may be eligible for overtime, shift differential, and a discretionary bonus in addition to base pay.
