Executive Vice President & General Manager (Herndon)

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

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 EXPE]]>