Director, Business Development - Commercial Managed Services

CAI; Helena (MT); Remote; USD 140,000 - 160,000; Full time

Job summary

CAI is seeking a Director, Business Development – Commercial Managed Services to lead growth across its CMS portfolio and expand relationships with existing clients. The role emphasizes market strategy, capture planning, and cross-functional leadership to win new managed services engagements.

As a remote position (EST or CST preferred), expect 15–20% travel for client meetings and leadership sessions. The ideal candidate has 10+ years in commercial IT, strong proposal skills, and a collaborative

Qualifications

• 10+ years of progressive experience in commercial IT or professional services consulting, business development, capture management and proposal leadership.
• Understanding of managed services offerings and delivery models, with focus on client retention and expansion.
• Strong proposal writing, editing and review skills; able to lead narrative and win themes.
• Experience coordinating cross-functional teams and delivering bids on deadlines.

Responsibilities

• Track IT services buying trends, CMS demand signals, and client spend priorities across target industries.
• Maintain competitor profiles across CMS capability areas and key competitors.
• Leverage industry research and market intelligence to sharpen pursuit planning.
• Develop growth strategy across CMS portfolio including new logos and expansion.
• Identify and qualify new commercial targets aligned to CMS capabilities.
• Build and manage CMS pipeline data, tracking activity, progress, and forecast.
• Partner with account and delivery leads to identify cross-sell and upsell opportunities.
• Plan and direct responses to RFPs, RFQs, RFIs, SOWs, and tasks orders.
• Oversee bid efforts end-to-end; mobilize SMEs for input and pricing strategy.
• Refine draft proposal sections as a senior reviewer and ensure delivery handoff on award.
• Develop CMS capability briefs, case studies, and client success stories.

Skills

Commercial IT sales

Proposal leadership

Stakeholder management

Sales strategy

Pricing strategy

RFP/RFQ/RFI

CRM (Salesforce)

LinkedIn Sales Navigator

Team leadership

Education

Bachelors degree in technology, business or related field

Tools

Salesforce

LinkedIn Sales Navigator

Zoominfo Bombora

Microsoft Office Suite

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 logos 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 and legal under bid deadlines

• Strong strategic analytical and problem-solving skills

• Experience with lead generation platforms such as Zoominfo Bombora or LinkedIn Sales Navigator

• Proficiency with Salesforce or a similar CRM Microsoft Office Suite and market intelligence tools

• Bachelor’s degree in technology, business finance or a related field

Preferred

• Existing network of relationships across commercial enterprises and industry verticals Manufacturing Utilities Financial Services Life Sciences Healthcare Retail Logistics

• Experience selling and/or delivering IT managed services — Service Desk ITSM Platforms application development and managed services PMO or modernization – the ideal candidate has worn more than one hat and has multi-faceted perspectives – as a client delivery leader and/or growth operator

• Experience developing strategic pricing models and delivering fixed-priced or outcome-based solutions

• Familiarity with land-and-expand motions and renewal re-compete strategy in a managed services context

• The ideal candidate is equally comfortable and committed to pursuing opportunities at 1M or 50M

Physical Demands

• Ability to safely and successfully perform the essential job functions

• Sedentary work that involves sitting or remaining stationary most of the time with occasional need to move around the office to attend meetings etc.

• Ability to conduct repetitive tasks on a computer utilizing a mouse keyboard and monitor

#LI-JE1

Reasonable accommodation statement

If you require a reasonable accommodation in completing this application interviewing completing any pre-employment testing or otherwise participating in the employment selection process please direct your inquiries to [e-mail] or (888) 824 – 8111.

EEO Statement

It is the policy of Computer Aid Inc.(CAI) not to discriminate against any employee or applicant for employment because of race color religion sex sexual orientation gender identity national origin age marital status genetic information disability or because he or she is a protected veteran. It is also the policy of CAI to take affirmative action to employ and to advance in employment all persons regardless of race color religion sex sexual orientation gender identity national origin age marital status genetic information disability or protected veteran status and to base all employment decisions only on valid job requirements. This policy shall apply to all employment actions including but not limited to recruitment hiring upgrading promotion transfer demotion layoff recall termination rates of pay or other forms of compensation and selection for training including apprenticeship at all levels of employment.

Employees and applicants of CAI will not be subject to harassment on the basis of race color religion sex sexual orientation gender identity national origin age marital status genetic information disability or because he or she is a protected veteran Additionally retaliation including intimidation threats and coercion because an employee or applicant has objected to discrimination engaged or may engage in filing a complaint assisted in a review investigation or hearing or have otherwise sought to obtain their legal rights under any Federal State or local EEO law is prohibited.

$140,000 - $160,000 per year

The pay range for this position is listed above Exact compensation may vary based on several factors including location experience and education Benefit packages include medical dental and vision insurance as well as 401k retirement account access Employees in this role receive paid time off and may also be entitled to paid sick leave and/or other paid time off as provided by applicable law.