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Job description
Director, Business Development - Commercial Managed Services
Req number:
R8344
Employment type:
Full time
Worksite flexibility:
Remote
Who we are
CAI is a global services firm with over 9,000 associates worldwide and a yearly revenue of $1.3 billion+. We have over 40 years of excellence in uniting talent and technology to power the possible for our clients, colleagues, and communities. As a privately held company, we have the freedom and focus to do what is right—whatever it takes. Our tailor‑made solutions create lasting results across the public and commercial sectors, and we are trailblazers in bringing neurodiversity to the enterprise.
Job Summary
We are looking for a motivated Director, Business Development – Commercial Managed Services to take us to the next level! If you have experience successfully selling in the IT Managed Services industry and are looking for your next career move,
Job Description
The Director, Business Development – Commercial Managed Services will lead growth strategy and capture across CAI’s Commercial Managed Services (CMS) portfolio. Reporting to the Executive Director / VP, Commercial Managed Services, this role drives how we win new managed services clients and expand the relationships we already have across commercial industries including Manufacturing, Utilities, Financial Services, Life Sciences, Healthcare, Hospitality, Retail, and Logistics.
The work spans the full opportunity lifecycle — market analysis, pipeline development, client engagement, capture planning, and proposal leadership through award — with equal emphasis on growing and protecting the accounts CAI already serves. This is not a pure new‑logo role: success depends on a genuine understanding of CAI’s managed services offerings, how we deliver them, and the client relationships that sustain them. The Director will partner closely with Account Leads, Delivery Leads, and Capability/Practice Leads to shape opportunities, position CAI’s capabilities, and convert delivery excellence into expansion.
This position is full-time and remote (ideally in EST or CST), with approximately 15–20% travel for client meetings, conferences, and occasional in‑person sessions with the leadership team.
"This position does not offer employment sponsorship. All candidates must be eligible to work without need for sponsorship by employer."
What You’ll Do
Track commercial IT services buying trends, managed services demand signals, and client spend priorities across target industries
Maintain current competitor profiles across CMS capability areas and key competitors (MSPs, system integrators, and platform partners)
Leverage industry analyst research (e.g., Gartner, ISG, Everest Group) and market intelligence tools to sharpen pursuit planning and positioning
Develop and execute growth strategy across the CMS portfolio — both new logs and expansion within existing accounts
Identify and qualify new commercial targets aligned to CAI’s managed services capabilities
Build and manage CMS pipeline data, tracking activity, progression, and forecast across the account base
Partner with Account Leads and Delivery Leads to identify white space, cross‑sell, and upsell opportunities within the existing book of business
Partner with CAI support organizations to vet plans, sharpen targeting, and execute on strategic industry and geographic pursuits
Lead conference and event planning for the division — selecting commercial industry events, identifying speaking opportunities, and developing pre‑ and post‑event engagement plans
Partner with CAI Marketing on thought leadership campaigns, website content, and collateral that reflect CMS capabilities
Develop capability 2‑pagers, case studies, and client success stories that represent CAI in the market
Represent CAI at industry events and executive briefings
Build and maintain relationships with client stakeholders — IT leadership, procurement and vendor management, and business decision‑makers — across both target and existing accounts
Lead client meetings, capability briefings, and discovery sessions; prepare materials and tailor messaging to each conversation
Develop account maps and stakeholder engagement plans for priority pursuits and strategic accounts
Conduct capture planning ahead of expected solicitations and renewals — understanding client priorities, shaping CAI’s positioning, and deciding where to invest pre‑bid effort
Articulate and position CAI’s IT Service Desk, Call Center, AI Services, Infrastructure, Cyber, ITSM, ServiceNow, and Jira capabilities to prospective clients
Translate client business requirements into compelling solution narratives, pricing models, and ROI frameworks
Stay current on competitive landscape, market pricing, and emerging service delivery models including AI‑augmented services
Collaborate with technical and delivery leaders to develop scope, resource models, and pricing for complex managed services engagements
Develop deep, working knowledge of CAI’s managed services offerings and delivery model so that positioning and proposals reflect what we actually deliver
Partner with Delivery Leads to translate delivery performance and client health into expansion, renewal, and re‑compete strategy
Engage in QBRs and executive client reviews as strategic forums for surfacing growth opportunities — not metric recaps
Drive renewal and re‑compete strategy on existing managed services engagements in partnership with account leadership, protecting and growing recurring revenue
Contribute to and maintain a qualifications library and past performance narratives to use in active bids
Collaborate with Proposal Develop Center and Technology Solutions Team to develop and maintain reusable proposal templates and solution boilerplate
Establish an engagement cadence with SMEs to keep qualifications fresh
Plan and direct response structure, narrative, and win themes across RFPs, RFQs, RFIs, SOWs, and task orders
Oversee bid efforts end‑to‑end, partnering with CAI’s Enterprise Solutions Center and Proposal Development Center on cadence and process, mobilizing SMEs for solution input, and driving pricing strategy
Refine draft proposal sections as a senior reviewer
Drive handoff from capture to delivery on award
Build working relationships with CAI’s capability and industry SMEs across CMS, including capabilities (Application Development, Application Managed Services, PMOs, Service Desk / IT Service Management, ServiceNow, Cybersecurity, AI Enablement, Cloud) and commercial verticals
Connect with Account Leads and Delivery Leads to develop cross‑sell opportunities within their territories
What You’ll Need
Required:
10+ years of progressive experience in commercial IT or professional services consulting, business development, capture management, and proposal leadership — ideally selling and/or delivering managed services
Working understanding of managed services offerings and delivery models, and how delivery quality drives client retention, expansion, and reference ability
Strong working knowledge of commercial procurement, including MSAs, SOWs, RFx cycles, renewals, and contract negotiation
Skilled at building and sustaining relationships with client stakeholders across multi‑year managed services engagements
Strong proposal writing, editing, and review skills; comfortable setting direction on narrative, structure, and win themes, and elevating others’ writing
Experience orchestrating cross‑functional teams (delivery, technical SMEs, marketing, pricing, legal) under bid deadlines
Strong strategic, analytical, and problem‑solving skills
Experience with lead generation platforms such as Zoominfo
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Worksite address
workfromhome, NV, 89702, US
Who can apply
Review the original listing for work authorization, qualifications and employer requirements.