Director, Business Development - Commercial Managed Services

CAI; Honolulu (HI); Remote; USD 150,000 - 190,000; Full time

Job summary

CAI is seeking a Director, Business Development – Commercial Managed Services to drive growth across a broad CMS portfolio. You will lead market analysis, pipeline development, client engagement, and capture planning with a focus on expanding relationships in commercial industries, and coordinating with account/delivery leads to position CAI’s capabilities.

The role is full-time and remote, with 15–20% travel. Visa sponsorship is not offered; candidates must be eligible to work.

Qualifications

• 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.

Responsibilities

• 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 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.

Skills

10+ years of progressive experience in

Proposal leadership

Client relationship management

Bid management

Cross-functional collaboration

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