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.

Responsibilities

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 satisfactionGrowing 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

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 and delivery of IT and professional services with complex, large clients.
• Demonstrated ability to coach, mentor, and lead senior‑level direct reports and large‑scale, cross‑functional execution teams, establishing clear performance expectations, developing high‑potential leaders, driving accountability, and aligning teams to achieve client, operational, and portfolio‑growth objectives.
• Experience in managing and monitoring performance metrics across large‑scale accounts and account portfolios, and managing teams to meet their KPI’s
• Demonstrate that you can manage up and down.
• Previous responsibility for profit and loss
• Military Service is desired.
• Active Secret or Top Secret/SCI clearance.
• Must be able to pass a background check. May require additional background checks as required by projects and/or clients at any time during employment.

Minimum Skills:

• Must possess problem‑solving skills.
• Executive presence, Exceptional leadership/management skills, Excellent oral and written communication skills, confident presentation skills.
• Ability to respond effectively to customers with a sense of urgency.
• Proficient in Microsoft and Adobe toolsets, including Excel, Word, PowerPoint, Acrobat, etc.
• Highly motivated with the ability to handle and manage multiple tasks at any one time.
• Ability to forge new relationships, individual and teaming in nature.
• Must be a Self‑starter, that can work independently and as part of a team.

Our Commitment to you / overview of benefits

• Medical, Dental and Vision Insurance; Wellness Program
• Flexible Spending Accounts (Healthcare, Dependent Care, Commuter)
• Short‑Term and Long‑Term Disability options
• Basic Life and AD&D Insurance (Company Provided)
• Voluntary Life and AD&D options
• 401(k) Retirement Savings Plan with matching after one year
• Paid Time Off

Reports to: BU Executive Managing Director

Direct Reports : Client Account Directors, Company Managing Directors, Business Development Directors

Working Conditions

• Professional office environment, with the ability to work onsite in the main office.
• Must be physically and mentally able to perform duties extended periods of time.
• Ability to use a computer and other office productivity tools with sufficient speed to meet the demands of this position.
• Must be able to establish a productive and professional workspace.
• Must be able to sit for long periods of time looking at computer screen.
• May be asked to work a flexible schedule which may include holidays.
• May be asked to work a flexible schedule which may include holidays.
• May be asked to travel for business or professional development purposes.
• May be asked to work hours outside of normal business hours.

Other Duties: Please note this job description is not designed to cover or contain a comprehensive list 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.

Cayuse is an Equal Opportunity Employer. All employment decisions are based on merit, qualifications, skills, and abilities. All qualified applicants will receive consideration for employment in accordance with any applicable federal, state, or local law.