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Executive Vice President & General Manager at Fairwinds… · Herndon
Job Description
Executive Vice President & General Manager
Location: Herndon, Virginia, US / US / US / US / US / US / US / US / US / US / Middletown, Delaware, US / US
LEAD A SCALE ENGINE FOR FEDERAL MISSIONS
Executive Vice President & General Manager
VAR & Professional Services
BUSINESS UNIT VAR & Professional Services P&L | ROLE TYPE Full-time Executive | ACCOUNTABILITY Revenue, Margin, Cash & Execution |
THE OPPORTUNITY Own and grow one of Fairwinds Technologies' two accountable business engines. This executive will lead the Value Added Reselling and Professional Services P&L, transforming contract access, OEM partnerships, program execution, logistics, and attach services into durable growth, stronger margins, disciplined cash performance, and mission impact. |
Position Summary
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.
Why This Role Matters
Build the growth engine Expand contract utilization, OEM channels, task-order velocity, and professional-service attachment. | Own the outcome Lead the full business equation: bookings, revenue, gross margin, working capital, cash conversion, customer satisfaction, and delivery. |
Scale execution Create repeatable processes that increase speed, visibility, accountability, compliance, and efficiency across business functions. | Share in the upside Participate in a performance-based executive incentive structure designed to reward exceptional business-unit contribution. |
Core Responsibilities
P&L Leadership and Business Management
- 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.
IDIQ Portfolio Growth and Management
- 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.
OEM Partnerships, Supply Chain, and Delivery Execution
- 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.
Program Leadership and Talent Management
- 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.
Cash, Working Capital, and Financial Discipline
- 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.
Process Excellence and Cross-Functional Scale
- 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.
Required Experience and Qualifications
QUALIFICATION | WHAT SUCCESSFUL EXPERIENCE LOOKS LIKE |
Executive P&L ownership | Demonstrated responsibility for a meaningful business unit, portfolio, or operating segment with accountability for revenue, margin, cash, growth, and delivery. |
Federal IDIQ leadership | Deep hands-on experience managing and growing IDIQ, GWAC, or comparable federal contract vehicles, including task-order strategy, compliance, pricing, partner coordination, and execution. |
OEM and delivery management | Proven success working with technology OEMs and suppliers to manage forecasts, lead times, delivery schedules, allocation, quality, support, and issue escalation. |
Program leadership | Experience leading multiple Program Managers and a portfolio of concurrent programs, orders, or task orders with varied customers, suppliers, schedules, and risk profiles. |
Cash management | Strong command of working capital, billing, collections, payment terms, inventory exposure, cash forecasting, and the cash implications of rapid VAR growth. |
Growth and capture | Track record of increasing contract utilization, winning task orders, expanding accounts, building partner ecosystems, and attaching higher-value services to product transactions. |
Operating-system builder | Experience establishing scalable processes, governance, metrics, and management routines that improve efficiency across multiple functions. |
Federal market fluency | Working knowledge of government acquisition, contracts, compliance, procurement, subcontracting, logistics, and customer delivery expectations. |
Leadership presence | Ability to communicate credibly with government customers, OEM executives, partners, lenders/investors, and internal teams while making timely, data-informed decisions. |
Preferred Background
- 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.
Performance Expectations
FIRST 90 DAYS Build trust with the team, understand each contract vehicle and major program, assess OEM and customer relationships, validate the forecast, identify cash and delivery risks, and establish a focused operating cadence. | FIRST 12 MONTHS Improve forecast reliability, task-order throughput, on-time delivery, cash conversion, program governance, and cross-functional efficiency while advancing a prioritized IDIQ and OEM growth plan. | LONG-TERM IMPACT Create a scalable, repeatable VAR and Professional Services growth engine that expands revenue and contribution, strengthens customer and OEM loyalty, and develops the next generation of business leaders. |
Executive Compensation and Benefits
BUILT TO REWARD OUTPERFORMANCE This role includes a competitive base salary, a robust executive benefits package, and a business-unit performance bonus designed to align exceptional leadership with exceptional rewards. Subject to the performance of the business unit and the terms of the applicable plans, this position has the potential to become the highest-compensated role in the company. |
Base salary | Competitive executive base salary aligned with the scope and accountability of the role. |
Performance bonus | Bonus opportunity based on the performance of the VAR & Professional Services business unit and its percentage contribution to the overall business. |
Healthcare + funded HSA | Executive benefits include healthcare coverage and a company-funded Health Savings Account. |
401(k) match | Company 401(k) match equal to 5% of salary, subject to plan terms. |
Growth participation | Meaningful upside for a leader who grows the business responsibly, improves contribution, and creates durable enterprise value. |
Why Join Fairwinds Technologies
- Lead an established business platform with meaningful contract access, customer relationships, OEM partnerships, and significant growth potential.
- Operate with real ownership: the authority to shape strategy, build the team, improve the operating model, and see the direct financial impact of your decisions.
- Join a fast-growing company that combines the agility of an entrepreneurial business with the mission focus and execution discipline required in the federal market.
- Work alongside leaders who believe employees should share in the value they help create.
- Build a business that helps government customers move faster, acquire smarter, and field mission-relevant technology with confidence.
Candidate Profile
You may be the right fit if you are energized by the challenge of owning the full business - not just sales, operations, programs, or finance in isolation. You know how to grow without losing control, how to create process without creating bureaucracy, how to hold leaders accountable while developing them, and how to turn complex federal contracting and OEM delivery environments into a competitive advantage.
READY TO BUILD WHAT COMES NEXT? Fairwinds Technologies is looking for an executive who wants more than a title - a leader who wants to own a business, build a high-performing organization, create measurable enterprise value, and participate in the growth they help generate. |
Benefits and incentive note. Compensation, bonus eligibility, healthcare, HSA funding, retirement benefits, and all other benefits are governed by the applicable offer letter and official plan documents, as amended. Business-unit incentive metrics, thresholds, payout timing, and approvals will be defined in the executive incentive plan.
Physical Demands
While performing the duties of this job, the employee is occasionally required to stand; walk; sit; use hands to finger, handle, or feel objects, tools or controls; use fingers and hands to type or write; reach with hands and arms; talk or hear. Specific vision abilities required by the job include close vision, distance vision, color vision, peripheral vision, depth perception, and the ability to adjust focus.
Position Type/Expected Hours of Work
This is a full-time, exempt position, working Monday through Friday; 40 hours per work week; occasional evening and weekend work may be required as job duties demand. Some flexibility in actual work hours may be offered.
Travel
Must be willing to travel up to 25% when required.
Work Authorization/Security Clearance
Must be eligible to work in the US and possess or obtain a Secret level clearance
Other Duties
Please note this job description is not designed to cover or contain a comprehensive listing of activities, duties, or responsibilities that are required of the employee for this job. Duties, responsibilities, and activities may change at any time with or without notice.
AAP/EEO Statement
Fairwinds Technologies, LLC is an Equal Opportunity Employer – M/F/Veteran/Disability/Sexual Orientation/Gender Identity. Fairwinds Technologies is committed to equal employment opportunity and to building a workplace grounded in respect, performance, and opportunity.