Executive Vice President & General Manager

Fairwinds Technologies, L • Washington, DC

8h • $100,000 - $250,000 • Onsite

About The Position

Fairwinds Technologies is seeking a high-performing, growth-oriented executive to lead its VAR & Professional Services business unit. The EVP & General Manager will carry full P&L accountability and operate as the business owner for strategy, growth, delivery, cash, customer outcomes, and organizational performance. The ideal candidate combines the commercial instincts of a growth executive with the operating discipline of an experienced federal program leader. This person knows how to expand IDIQ contract vehicles, build productive OEM relationships, orchestrate complex delivery schedules, lead multiple Program Managers, improve cross-functional processes, and convert backlog and pipeline into revenue, gross margin, and cash.

Requirements

• Demonstrated responsibility for a meaningful business unit, portfolio, or operating segment with accountability for revenue, margin, cash, growth, and delivery.
• Deep hands-on experience managing and growing IDIQ, GWAC, or comparable federal contract vehicles, including task-order strategy, compliance, pricing, partner coordination, and execution.
• Proven success working with technology OEMs and suppliers to manage forecasts, lead times, delivery schedules, allocation, quality, support, and issue escalation.
• Experience leading multiple Program Managers and a portfolio of concurrent programs, orders, or task orders with varied customers, suppliers, schedules, and risk profiles.
• Strong command of working capital, billing, collections, payment terms, inventory exposure, cash forecasting, and the cash implications of rapid VAR growth.
• Track record of increasing contract utilization, winning task orders, expanding accounts, building partner ecosystems, and attaching higher-value services to product transactions.
• Experience establishing scalable processes, governance, metrics, and management routines that improve efficiency across multiple functions.
• Working knowledge of government acquisition, contracts, compliance, procurement, subcontracting, logistics, and customer delivery expectations.
• Ability to communicate credibly with government customers, OEM executives, partners, lenders/investors, and internal teams while making timely, data-informed decisions.
• Must be eligible to work in the US and possess or obtain a Secret level clearance

Nice To Haves

• Leadership experience in a federal technology reseller, systems integrator, defense contractor, government services company, or OEM channel organization.
• Experience scaling a high-velocity, lower-margin resale portfolio while expanding professional-services attachment and improving contribution margin.
• Familiarity with audited or highly controlled federal operating environments, quality systems, cybersecurity requirements, and disciplined contract execution.
• Experience with organizational transformation, post-award integration, ERP/CRM/process modernization, or building a program-management operating system.
• Bachelor's degree in business, finance, engineering, supply chain, operations, or a related field; advanced degree is valued but not required when offset by exceptional relevant experience.

Responsibilities

• Own the VAR & Professional Services business unit P&L, including annual operating plan, bookings, backlog conversion, revenue, gross margin, operating contribution, cash generation, and investment priorities.
• Establish a clear operating cadence with forecasts, performance dashboards, risk reviews, program reviews, and corrective actions that drive predictable results.
• Balance growth, execution, margin, and cash decisions across a portfolio of contract vehicles, programs, OEM partners, customers, and services.
• Partner with Finance, Contracts, Procurement, Operations, HR, IT, Security, Quality, and executive leadership to ensure scalable, compliant execution.
• Lead the strategy, governance, utilization, and growth of Fairwinds' IDIQ and other federal acquisition contract vehicles, from pipeline shaping and capture through task-order award and execution.
• Increase contract-vehicle productivity by expanding customer awareness, strengthening partner participation, improving bid/no-bid discipline, accelerating quote and proposal response, and increasing task-order throughput.
• Develop repeatable processes for opportunity intake, compliance review, pricing, OEM engagement, proposal development, order acceptance, execution handoff, invoicing, and closeout.
• Monitor vehicle requirements, ordering procedures, reporting obligations, fees, subcontracting commitments, flow-downs, deliverables, and performance risks.
• Create growth plans for existing vehicles while identifying and pursuing new contract access that expands addressable customers, capabilities, and revenue.
• Build executive-level relationships with OEMs and strategic suppliers, positioning Fairwinds as a trusted federal-market execution channel and long-term growth partner.
• Integrate OEM production plans, lead times, allocation constraints, shipping milestones, quality requirements, and delivery schedules into executable customer commitments.
• Lead cross-functional resolution of schedule slips, shortages, substitutions, quality issues, configuration changes, acceptance risks, and other delivery barriers.
• Negotiate partner programs, discounts, payment terms, support commitments, escalation paths, and go-to-market agreements that improve competitiveness, margin, and cash performance.
• Expand value beyond pass-through resale through configuration, kitting, integration, logistics, sustainment, training, documentation, field support, and other attach services.
• Lead, coach, and hold accountable multiple Program Managers and functional leaders responsible for contract, order, schedule, cost, risk, deliverable, and customer performance.
• Establish consistent program-management standards, reviews, escalation thresholds, and decision rights across strategic, IDIQ, tactical, and professional-services programs.
• Build organizational capacity through hiring, succession planning, leadership development, role clarity, measurable objectives, and performance-based accountability.
• Create a culture that rewards urgency, ownership, transparency, customer commitment, collaboration, and continuous improvement.
• Own cash performance for the business unit, including billing readiness, invoice timing, collections, payment terms, inventory exposure, deposits, milestone structures, and supplier disbursement planning.
• Partner with Finance and Program Management to forecast cash requirements and receipts, identify working-capital pressure early, and resolve obstacles before they affect execution.
• Align customer payment milestones and OEM/vendor payment schedules wherever possible to reduce cash conversion risk and support responsible growth.
• Maintain disciplined visibility into unbilled receivables, accounts receivable aging, inventory, commitments, reserves, margin leakage, and program-level cash contribution.
• Map and improve end-to-end workflows across capture, contracts, procurement, pricing, program management, logistics, finance, invoicing, quality, and customer delivery.
• Eliminate bottlenecks, unclear handoffs, duplicate work, manual re-entry, and inconsistent practices while maintaining strong controls and audit-ready documentation.
• Implement practical metrics, standard work, automation, templates, governance, and management routines that improve speed, first-time quality, predictability, and employee productivity.
• Drive continuous improvement across multiple business areas without creating unnecessary bureaucracy, preserving the agility expected of a fast-growing company.

Benefits

• Competitive executive base salary aligned with the scope and accountability of the role.
• Bonus opportunity based on the performance of the VAR & Professional Services business unit and its percentage contribution to the overall business.
• Healthcare coverage and a company-funded Health Savings Account.
• Company 401(k) match equal to 5% of salary, subject to plan terms.
• Meaningful upside for a leader who grows the business responsibly, improves contribution, and creates durable enterprise value.

What This Job Offers

• Job Type: Full-time
• Career Level: Executive