General Manager - Federal and Government

Job Description

Job Description

About ETS: ETS is a global education and talent solutions organization enabling lifelong learners worldwide to be future-ready. For more than 75 years, we've been advancing the science of measurement to build benchmarks for fair and valid skill assessment across cultures and borders. Our worldwide impact extends through our renowned assessments including TOEFL®, TOEIC®, GRE® and Praxis® tests, serving millions of learners in more than 200 countries and territories. Through strategic acquisitions, we've expanded our global capabilities: PSI strengthens our workforce assessment solutions, while Edusoft, Kira Talent, Pipplet, Vericant, and Wheebox enhance our educational technology and assessment platforms across critical markets worldwide.

Through ETS Research Institute and ETS Solutions, we're partnering with educational institutions, governments, and organizations globally to promote skill proficiency, empower upward mobility, and unlock opportunities for everyone, everywhere. With offices and partners across Asia, Europe, the Middle East, Africa, and the Americas, we deliver nearly 50 million tests annually. Join us in our journey of measuring progress to power human progress worldwide.

PSI is seeking a commercially focused General Manager - Federal and Government - to unify and grow its government business under a single commercial leader. Building on PSI's strong success in the US federal market, this executive will own the business unit P&L, with a primary mandate to win new business, protect existing revenue and expand strategic government accounts.

The General Manager will lead the client-facing organization across Business Development, Client Success/Account Management, and Solutions Engineering. As a senior commercial leader and relationship builder, they will create trusted executive relationships with government agencies, procurement and policy stakeholders, prime contractors, partners and market influencers, while personally sponsoring PSI's most important pursuits and clients.

The remit includes both the US federal assessment market and international government expansion, building on PSI's assessment, advisory and delivery experience. The General Manager will combine market insight, disciplined capture and strong political awareness to improve pipeline quality, win rates, retention and account growth. They will work closely with Government Relations and cross-functional partners to shape market access, strengthen PSI's position and ensure solutions are differentiated, compliant, deliverable and profitable.

Commercial strategy and P&L

• Own the Federal and Government business unit P&L, including revenue, pipeline, profitability, forecasting, investment decisions and delivery against financial commitments.
• Set a focused commercial strategy that translates market opportunity into priorities for new business, client retention, account growth and margin.
• Establish a rigorous operating cadence across pipeline, capture, revenue, retention, expansion, client health and forecast accuracy.

New-logo acquisition and capture

• Build and convert a healthy, appropriately covered pipeline across priority federal agencies, contract vehicles and international government markets.
• Lead an integrated pursuit model across Business Development, Capture and Solutions Consulting/Sales Engineering, with disciplined qualification, positioning and resource allocation.
• Act as sponsor for priority pursuits, building senior relationships, shaping the value proposition and improving PSI's competitive position and win rate.

Client relationships and revenue protection

• Own client retention and revenue protection, with early visibility of relationship, delivery, contractual, procurement and competitive risk.
• Lead Client Success/Account Management to build strategic account plans, executive sponsorship and consistent client-review disciplines.
• Create clear recompete, renewal and expansion motions that deepen client value and identify growth opportunities well ahead of procurement events.

Government and political relationships

• Build trusted relationships across federal agencies, procurement bodies, policy stakeholders, political networks, prime contractors and relevant industry groups.
• Partner closely with Government Relations to align commercial priorities, stakeholder engagement and policy influence across target markets.
• Use government, customer and competitive insight to strengthen market access, identify risk and position PSI for future opportunities

International government growth

• Identify and prioritize international government opportunities that build on PSI's assessment, advisory and delivery capabilities.
• Develop routes to market through government relationships, local partners, procurement frameworks and focused account plans.

Portfolio and solution commercialization

• Partner with Product, Marketing and Finance to create clear propositions, packaging, pricing and repeatable routes to market for government customers.
• Lead Solutions Consulting/Sales Engineering so mission needs are translated into differentiated, scalable and commercially sound solutions.

Cross-functional execution

• Align Government Relations, Product, Technology, Operations, Program Management, Psychometrics, Test Security, Finance, Legal, Compliance and Marketing around shared commercial priorities.
• Ensure commitments are compliant, deliverable and profitable, with effective handoffs from capture through implementation and ongoing client management.
• Remove barriers that affect client confidence, procurement eligibility, commercial performance or PSI's ability to compete and grow.

Team leadership and market influence

• Lead and develop a high-performing organization spanning Business Development, Client Success/Account Management, Capture and Solutions Consulting/Sales Engineering.
• Create clear objectives, incentives and accountability across new-logo growth, client retention, account expansion and solution quality.
• Build a strong external network across government clients, prospects, political and policy stakeholders, primes, partners and market influencers.
• Foster a culture of commercial ownership, public-service awareness, collaboration and evidence-led decision making.

Adhere to ethical standards and comply with all laws, procurement rules and regulations applicable to the role.

Required qualifications

• Bachelor's degree or equivalent relevant experience.
• 12+ years of progressive commercial and business leadership experience in federal, government, public sector, assessment or a related services market.
• Senior responsibility for a business or portfolio with revenue, profitability and investment accountability.
• Demonstrated success in new-client acquisition, pipeline development, capture, client retention, recompetes and account expansion.
• Substantial leadership experience across multiple client-facing functions, including leadership of leaders and geographically distributed teams.
• Meaningful US federal market experience and the ability to develop international government growth opportunities.

Preferred qualifications

• Experience in government assessment, testing, credentialing, advisory or large-scale delivery programs.
• Knowledge of FAR-based procurement, contract vehicles, federal security requirements and public-sector compliance environments.
• Experience developing productive relationships with Government Relations teams, policy stakeholders, prime contractors and partner ecosystems.
• Experience expanding government products or services into international markets.
• MBA, public policy qualification or another relevant postgraduate degree.

Required Knowledge & Skills

• Strong knowledge of US federal assessment and government markets, including agency priorities, buying cycles and procurement processes.
• General management experience with full P&L accountability and a record of profitable growth.
• Proven success building pipeline, acquiring new government clients and improving conversion through disciplined capture.
• Exceptional relationship-building and influencing skills, with the credibility to engage government executives, procurement leaders, policy and political stakeholders, primes and partners.
• Strong client-success and account-management expertise, including revenue protection, recompetes, executive sponsorship and contract expansion.
• Experience leading Capture and Solutions Consulting or Sales Engineering and shaping commercially sound government propositions.
• Strong financial and commercial acumen, including forecasting, pricing, contract economics, margin and investment decisions.
• Ability to assess international government opportunity and build effective routes to market using advisory, assessment and delivery capabilities.
• Working knowledge of federal contracting, security and compliance requirements and how they affect eligibility, positioning and delivery.
• Proven ability to lead leaders, influence across a matrix and create accountability through change, complexity and long procurement cycles.

ETS is mission driven and action oriented

• We are passionate about hiring innovative thinkers who believe in the promise of education and lifelong learning.
• We are energized by cultivating growth, innovation, and continuous transformation for the next generation of rising professionals as leaders.  In support of this ETS offers multiple Business Resource Groups (BRG) for you to learn and advance your career growth!
• As a not-for-profit organization we will encourage you to lean in to your passion for volunteering.  At ETS you may qualify for up to an additional 8 hours of PTO for volunteer work on causes that are important to you!
• The base salary range advertised represents the low and high end of the anticipated salary range for this position. The base pay actually offered will take into account internal equity and also may vary depending on the candidate's geographic region, job-related knowledge, skills, and experience among other factors. The base pay is only one aspect of the Total Rewards Package that will be offered to the successful candidate.

ETS is an Equal Opportunity Employer. We are committed to providing equal employment opportunities to all employees and applicants for employment without regard to race, color, religion, sex, national origin, age, disability, marital status, veteran status, sexual orientation, gender identity, or any other characteristic protected by law. We believe in creating a work environment where all individuals are treated with respect and dignity.