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 VAR & Professional Services P&L, turning contract access, OEM partnerships, program execution, logistics, and services into growth, margin, 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 commercial growth instincts with federal program leadership. This person can expand IDIQ vehicles, build OEM relationships, manage complex delivery, lead Program Managers, improve processes, and convert backlog and pipeline into revenue, margin, and cash.

Why This Role Matters

• Build the growth engine: Expand contract utilization, OEM channels, task-order velocity, and services attachment.
• Own the outcome: Lead bookings, revenue, margin, working capital, cash conversion, customer satisfaction, and delivery.
• Scale execution: Create repeatable processes that increase speed, visibility, accountability, compliance, and efficiency.

Core Responsibilities

P&L Leadership and Business Management

• Own the VAR & Professional Services P&L, including operating plan, bookings, backlog conversion, revenue, margin, cash, and investment priorities.
• Establish forecasts, dashboards, risk reviews, program reviews, and corrective actions that drive predictable results.
• Balance growth, execution, margin, and cash across contract vehicles, programs, OEM partners, customers, and services.
• Partner with Finance, Contracts, Procurement, Operations, HR, IT, Security, Quality, and leadership to ensure scalable, compliant execution.

IDIQ Portfolio Growth and Management

• Lead strategy, governance, utilization, and growth of Fairwinds' IDIQ and federal contract vehicles from pipeline through award and execution.
• Increase contract-vehicle productivity by expanding customer awareness, partner participation, bid/no-bid discipline, proposal response, and task-order throughput.
• Develop repeatable processes for intake, compliance, pricing, OEM engagement, proposal development, handoff, invoicing, and closeout.
• Monitor vehicle requirements, ordering procedures, reporting, fees, flow-downs, deliverables, and performance risks.

OEM Partnerships, Supply Chain, and Delivery Execution

• Build executive-level relationships with OEMs and strategic suppliers, positioning Fairwinds as a trusted federal-market channel.
• Integrate OEM production plans, lead times, allocation, shipping, quality, and delivery schedules into customer commitments.
• Lead resolution of schedule slips, shortages, substitutions, quality issues, configuration changes, acceptance risks, and delivery barriers.
• Negotiate partner programs, discounts, terms, support commitments, escalation paths, and go-to-market agreements.
• Expand value beyond pass-through resale through configuration, kitting, integration, logistics, sustainment, training, documentation, and field support.

Program Leadership and Talent Management

• Lead, coach, and hold accountable Program Managers and functional leaders responsible for contract, order, schedule, cost, risk, deliverable, and customer performance.
• Establish program-management standards, reviews, escalation thresholds, and decision rights across strategic, IDIQ, tactical, and services programs.
• Build capacity through hiring, succession planning, leadership development, role clarity, objectives, and accountability.
• Create a culture of urgency, ownership, transparency, customer commitment, collaboration, and continuous improvement.

Cash, Working Capital, and Financial Discipline

• Own cash performance, including billing readiness, invoice timing, collections, payment terms, inventory, deposits, milestones, and supplier disbursement planning.
• Partner with Finance and Program Management to forecast cash requirements, identify working-capital pressure, and resolve obstacles.
• Align customer payment milestones and OEM/vendor payment schedules where possible to reduce cash conversion risk.
• Maintain visibility into unbilled receivables, AR aging, inventory, commitments, reserves, margin leakage, and cash contribution.

Process Excellence and Cross-Functional Scale

• Improve workflows across capture, contracts, procurement, pricing, program management, logistics, finance, invoicing, quality, and delivery.
• Eliminate bottlenecks, unclear handoffs, duplicate work, manual re-entry, and inconsistent practices while maintaining controls.
• Implement metrics, standard work, automation, templates, governance, and routines that improve speed, quality, predictability, and productivity.
• Drive continuous improvement without unnecessary bureaucracy, preserving agility in a fast-growing company.

Required Experience And Qualifications

• Executive P&L ownership: Accountability for revenue, margin, cash, growth, and delivery for a business unit, portfolio, or operating segment.
• Federal IDIQ leadership: Experience managing and growing IDIQ, GWAC, or similar federal contract vehicles, including strategy, compliance, pricing, partners, and execution.
• OEM and delivery management: Success working with technology OEMs and suppliers on forecasts, lead times, delivery, allocation, quality, support, and escalation.
• Program leadership: Experience leading Program Managers and concurrent programs, orders, or task orders with varied customers, suppliers, schedules, and risks.
• Cash management: Strong command of working capital, billing, collections, payment terms, inventory, cash forecasting, and VAR growth cash implications.
• Growth and capture: Track record of increasing contract utilization, winning task orders, expanding accounts, building partners, and attaching services.
• Operating- system builder: Experience establishing scalable processes, governance, metrics, and routines that improve efficiency.
• Federal market fluency: Knowledge of government acquisition, contracts, compliance, procurement, subcontracting, logistics, and delivery.
• Leadership presence: Ability to communicate credibly with customers, OEM executives, partners, lenders/investors, and internal teams.

Preferred Background

• Leadership experience in a federal technology reseller, systems integrator, defense contractor, government services company, or OEM channel organization.
• Experience scaling a resale portfolio while expanding services attachment and improving contribution margin.
• Familiarity with controlled federal operating environments, quality systems, cybersecurity requirements, and contract execution.
• Experience with organizational transformation, ERP/CRM/process modernization, or building a program-management operating system.
• Bachelor's degree in business, finance, engineering, supply chain, operations, or related field; advanced degree valued but not required with exceptional experience.

Executive Compensation And Benefits

• Built to Reward Outperformance: This role includes a competitive base salary, executive benefits, and a business-unit performance bonus aligned with business-unit contribution. Subject to performance and plan terms, this position has the potential to become the highest-compensated role in the company.
• Base salary: Competitive executive base salary aligned with role scope and accountability.
• Performance bonus: Bonus opportunity based on VAR & Professional Services business-unit performance and overall business contribution.
• Healthcare + funded HSA: 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: Upside for a leader who grows the business responsibly and creates durable enterprise value.

Physical Demands

While performing this job, the employee may stand, walk, sit, use hands, reach, talk, or hear. Vision requirements include close, distance, color, peripheral, depth perception, and focus adjustment.

Position Type/Expected Hours of Work

This is a full-time, exempt position, Monday through Friday, 40 hours per week. Occasional evening and weekend work may be required, with some schedule flexibility.

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

This job description is not comprehensive. 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 is committed to equal employment opportunity and a workplace grounded in respect, performance, and opportunity.

Compensation- Salary

At Fairwinds, compensation is based on role scope, background, experience, job-related knowledge, skills, location, and other relevant factors.