Senior Managing Director, Defense Portfolio

Overview

The Work

The Senior Managing Director of Cayuse's Defense Portfolio builds, leads, sells and delivers large, complex, programs across DoD agencies. The role requires strategy, relationship management, and ability to partner with sales/capture teams as well as delivery teams, all with an eye toward growing profitable accounts. The role will focus on building long-term, trusting relationships with our key clients, evaluating client priorities while aligning their interests and Cayuse's capabilities for the benefit of both.

The Senior Managing Director of Cayuse's Defense Portfolio is a true leader and is core to the growth strategy and client relationship management for Cayuse.

This means you:

• Lead with excellence, confidence and humility.
• Exemplify client centricity.
• Act as a true and trusted partner.
• Care deeply for all our people.
• Have the courage to advocate for operational change to improve how we deliver profitable services to clients.

This position aligns with Cayuse's core values of Innovation, Excellence, Collaboration, Adaptability, and Integrity by fostering technical solutions that meet customer needs, promoting teamwork, and prioritizing quality in deliverables.

Key Responsibilities

• Advise and consult with senior leaders on industry, government trends and/or strategic priorities by building trusted relationships.
• Nurture a detailed understanding of our key client(s), including their mission, near and long-term priorities, client budgeting strategies and constraints, and opportunities where Cayuse's capabilities may align to client needs.
• Provide oversight and coaching to complex program business development and delivery teams (proposal/capture, service delivery, project management or business operations) balancing client interaction, delivery excellence, profitability, with advancing long range account growth.
• Shape/influence core solutions we have today, as well as solution priorities for the future, based on industry trends, client account discussions, and Cayuse's overall strategic growth objectives.
• Responsible for profitable delivery and driving opportunities to improve overall margins, either via creative pricing structures, or seeking to advance more operational efficiency in how we deliver.
• Work closely with Business Unit Executive, Client Account Directors and Company Managing Directors to voice and advocate internally for portfolio priorities, and advocate for best teams/people to sell and deliver future revenue growth.
• Tactically, all this translates to:
  • Establishing a "forever" relationship, built on trust, with key clients
  • Creation of Defense Portfolio strategic and financial plans/roadmap for servicing client needs
  • Growing Defense market penetration over next 3-5 years
  • Optimizing delivery and margin growth per our annual plan commitments
  • Improving client satisfaction
  • Growing people, improving employee satisfaction
• At times, this can mean:
  • • Rolling up sleeves and getting into the trenches - acting as a project manager or consultant coach to your teams during challenging moments
    • Aligning or mobilizing different stakeholders across the organization to achieve our goals
    • Resolving escalations or issues when commitments are not met with poise and integrity
    • Coaching or support sales/capture teams when preparing to respond to new RFP or contract renewal opportunities
• Other duties as assigned.

Qualifications – Here's What You Need

• Bachelor's degree, with Master's/MBA desired.
• At least 15+ years of leadership experience in the Defense market
• 15+ years of experience in sales, account management, or operational P&L with management consulting, IT or professional services organization. Strong Federal experience may substitute.
• At least 10+ years of project management…