General Manager, Defense & Civilian Segment

Overview

Planned Systems International (PSI) is an Enterprise IT services company who focuses on designing, building, securing, and operating cutting-edge software solutions that drive mission success and operational excellence for Federal Government organizations. PSI is seeking an accomplished General Manager, Defense & Civilian Segment to lead one of PSI's core operating and growth segments. Reporting directly to the Chief Operating Officer, the Segment President has full accountability for the segment's profit and loss (P&L), program delivery, customer relationships, workforce, business development, pipeline, capture, and growth.

The portfolio is predominantly focused on the Department of War (DoW) and associated national security customers, with additional Federal Civilian programs, including work performed as both a prime contractor and subcontractor.

This is an operating executive role requiring equal strength in delivery and growth. The Segment President must protect and expand the existing business while building the qualified pipeline and capture strategies necessary to achieve PSI's long-term growth objectives.

The successful candidate will be a visible executive leader with strong Defense and Federal market relationships, demonstrated P&L accountability, disciplined program-management instincts, and a record of converting customer understanding and market strategy into contract wins.

Essential Functions and Job Responsibilities

Segment Leadership & P&L Management

• Own the Defense & Civilian Segment P&L (currently $50+M annual revenue), including revenue, gross margin/profit, operating performance, forecasting, investment, and achievement of annual financial objectives.
• Develop and execute the segment's annual operating plan and multi-year growth strategy in alignment with PSI's corporate strategy.
• Work with Support Organizations to maintain accurate revenue, margin, backlog, staffing, and financial forecasts and proactively address variances.
• Evaluate portfolio performance and make recommendations regarding investment, staffing, organizational structure, partnerships, and strategic priorities.
• Balance near-term operating performance with investments required to drive sustainable organic growth.
• Serve as a member of PSI's senior leadership team and contribute to enterprise-level strategy and operating decisions.

Program Delivery & Customer Performance

• Maintain executive accountability for successful delivery across the Defense & Civilian portfolio, including flagship programs at AFSOC and US Army DevCom.
• Provide leadership and oversight to Program Directors, Program Managers, and other segment leaders.
• Ensure programs achieve contractual, financial, quality, schedule, staffing, customer-satisfaction, and performance objectives.
• Establish a disciplined operating cadence for reviewing program health, financial performance, risks, staffing, customer issues, and growth opportunities.
• Identify and intervene early on programs that are not meeting operational, financial, or customer expectations.
• Maintain strong executive relationships with government customers, prime contractors, teaming partners, and other key stakeholders.
• Ensure program execution supports exceptional CPARS/performance evaluations, recompete positioning, and long-term customer relationships.
• Partner with PSI corporate functions including PMO, Contracts, Subcontracts, Finance, Human Resources, Recruiting, Quality, Technology Management, and Innovation to ensure successful program execution.
• Maintain strong relationships across PSI's Proteges, joint venture, and partners.

Growth, Business Development & Capture

• Own the segment's growth strategy and achievement of annual bookings and revenue-growth objectives working in collaboration with Growth and Proposal Operations team.
• Build and maintain a sufficiently qualified pipeline to support PSI's growth objectives.
• Personally engage in business development, customer shaping, account development, and strategic opportunity identification.
• Develop account strategies for priority Defense and Civilian customers and translate those strategies into actionable pipelines.
• Establish bid/no-bid recommendations based on customer knowledge, competitive position, solution differentiation, probability of win, strategic value, and financial return.
• Serve as executive sponsor and, where appropriate, capture leader for strategic pursuits.
• Ensure disciplined capture activities begin sufficiently in advance of solicitations to influence requirements and improve probability of win.
• Develop customer call plans, competitive assessments, win themes, teaming strategies, pricing strategies, and capture plans for priority opportunities.
• Maintain executive relationships with potential teaming partners, large business primes, small businesses, technology partners, and other strategic organizations.
• Drive organic growth within existing programs through new requirements, task orders, adjacent opportunities, contract expansion, and recompetes.
• Partner with PSI's Business Development, Capture, Proposal, Pricing, Contracts, and technical organizations throughout the opportunity lifecycle.
• Participate actively in proposal development, solutioning, color-team reviews, oral presentations, and executive reviews for strategic pursuits.
• Maintain accountability for pipeline quality and conversion, not simply pipeline volume.

Defense & Federal Market Leadership

• Maintain current understanding of DoW priorities, mission requirements, acquisition trends, budgets, contract vehicles, and competitive dynamics.
• Build and maintain senior-level relationships across targeted DoW organizations and adjacent national security markets.
• Identify opportunities to leverage PSI capabilities across areas such as enterprise IT, digital modernization, software engineering, testing and IV&V, cybersecurity, data and analytics, AI/automation, mission support, and other relevant capabilities.
• Strengthen PSI's position as both a prime contractor and strategic subcontractor while identifying opportunities to increase prime-contracting revenue.
• Develop strategies to expand existing customer relationships into adjacent organizations, missions, and contract vehicles.
• Maintain appropriate focus on the segment's Federal Civilian accounts including DOE and ensure subcontract programs contribute strategically and financially to the overall portfolio.

People & Organizational Leadership

• Build, lead, develop, and retain a high-performing segment leadership team.
• Establish clear accountability for Program Directors, Program Managers, growth leaders, and other segment personnel.
• Develop succession plans and strengthen the leadership pipeline for critical positions.
• Establish a performance culture based on accountability, transparency, collaboration, customer commitment, and measurable results.
• Partner with Human Resources and Recruiting on workforce planning, key personnel recruitment, retention, succession, compensation, and organizational development.
• Ensure the organization has the management and technical talent necessary to execute current programs and support future growth.
• Mentor leaders to think beyond individual contract performance and understand customer, account, portfolio, and enterprise objectives.

Risk, Compliance & Governance

• Ensure segment operations comply with contractual requirements, PSI policies, applicable federal regulations, security requirements, and quality standards.
• Maintain executive visibility into significant program, contractual, financial, staffing, security, and customer risks.
• Ensure risks are identified early, assigned accountable owners, and actively mitigated.
• Support PSI's quality management, audit, cybersecurity, and continual-improvement programs.
• Promote disciplined use of metrics and data in operational and investment decisions.

Minimum Requirements

• Bachelor's degree in business, engineering, technology, management, or another relevant discipline; advanced degree preferred.
• 15+ years of progressive experience in the Federal Government contracting industry, including significant experience supporting Defense customers.
• 8+ years of progressive leadership experience with responsibility for programs, portfolios, business units, or market segments.
• Demonstrated experience owning or materially managing a P&L, including revenue, margin, forecasting, staffing, and operating performance.
• Demonstrated success managing a portfolio of federal programs and Program Managers.
• Proven track record of organic growth, business development, capture, and contract wins in the federal market.
• Demonstrated ability to develop qualified pipeline and convert opportunities into bookings and revenue.
• Experience leading major recompetes and new-business captures.
• Strong understanding of federal acquisition, contracting, competitive procurement, IDIQ/task-order environments, and teaming strategies.
• Established relationships and credibility within the Defense contracting market.
• Experience working with both prime and subcontract business models.
• Strong executive customer-engagement, negotiation, presentation, and relationship-management skills.
• Demonstrated ability to lead geographically dispersed teams and complex organizations.
• Strong financial and analytical capabilities, including the ability to understand program financials, margins, forecasts, backlog, pipeline, and business cases.
• Has an active clearance and be US Citizen.
• Travel up to 50%.

Desired Qualifications

• Current or previous security clearance.
• Direct leadership experience supporting multiple DoW organizations or military services.
• Experience with customers and mission areas aligned with PSI's current and targeted Defense portfolio.
• Experience growing a federal business unit through a combination of recompete retention, organic program growth, and new-logo/new-contract wins.
• Experience managing a business portfolio of $50M+ in annual revenue, with larger portfolio experience preferred.
• Experience with OCONUS and Cleared operations. Understanding DSSR, DBA and ITAR.
• Demonstrated experience transitioning from subcontractor positions into prime opportunities.
• Experience with major GWACs, IDIQs, BPAs, OTAs, and task-order-driven federal markets.
• Experience developing and executing strategic account plans.
• Experience with technology-enabled federal services, including enterprise IT, software development, testing/IV&V, DevSecOps, cybersecurity, cloud, data, AI, digital engineering, or mission-support services.
• Experience leading organizations through periods of rapid growth, acquisition integration, organizational change, or portfolio transformation.
• Attendance at a Service Level Top level school such as Air War College, Naval Post Graduate, Command and Staff or similar.
• Top Secret with SCI eligibility, willingness to take a CI poly.

Additional Information

Measures of Success

Success in this role will be evaluated across both operational performance and growth, including:

• Revenue and gross-margin performance against annual plan
• Backlog and revenue forecast accuracy
• Program financial and delivery performance
• Customer satisfaction and contract performance evaluations
• Employee retention and leadership development
• Recompete retention rate
• Organic growth from existing customers and contracts
• Qualified pipeline coverage and pipeline quality
• Capture progression and win rate
• Annual bookings
• Growth in prime-contract revenue
• Expansion into strategic Defense accounts and adjacent markets
• Effectiveness of segment leadership and succession planning

Leadership Profile

The successful Segment General Manager will operate as a business owner, not simply a senior program executive or business developer. This individual will understand that strong delivery creates the foundation for growth, while disciplined growth creates the opportunities necessary to sustain the organization.

The role requires an executive who can move comfortably between a program financial review, an employee or delivery issue, an executive customer meeting, a capture strategy session, and a discussion with PSI leadership about where the company should invest next.

The Segment General Manager will be expected to know the business at sufficient depth to answer three questions at any time: How are we performing? Where will our next growth come from? What actions are we taking now to improve both?

Company Benefits

PSI offers full-time, benefits eligible employees a competitive total compensation package that includes paid leave, and options for employer sponsored group medical, dental, vision, short-term and long-term disability, life insurance, AD&D coverage, legal services, identity theft, and accident insurance. Flexible spending account and health saving account options offer pre-tax savings for qualified medical, dental, and vision expenses. The company sponsored 401(k) retirement plan has an employer contribution match that is immediately vested. We invest in the professional growth of our employees through professional courses, certifications, and tuition reimbursement programs.

EEO Commitment

It is company policy to promote equal employment opportunities. All personnel decisions, including, but not limited to, recruiting, hiring, training, promotion, compensation, benefits, and termination, are made without regard to race, color, religion, age, sex, sexual orientation, pregnancy, gender identity, genetic information, national origin, citizenship status, veteran status, protected veteran status, disability, or any other characteristic protected by applicable federal, state, or local law.