Manager Jobs

About The Position

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.