Job Description

Own go‑to‑market (GTM), brand, demand, partnerships, pricing/packaging, and bookings across all lines of business. Scale pipeline for DIB/CMMC offerings, expand managed services ARR, grow Microsoft GCC High Licensing, and orchestrate partner‑led revenue. You’re both strategist and builder...able to architect GTM and run the forecast, funnel, and field.

What you’ll own

GTM & Pipeline Generation

• Build inbound/outbound/ABM, field events, and digital demand for DIB/CMMC buyers (prime and sub tiers).

• Define ICPs, segment markets, and launch repeatable motions for fixed‑price enablement and subscription managed services.

Sales Leadership

• Lead new‑business and account‑growth teams; institute a rigorous qualification and deal review cadence.

• Drive federal/DIB capture; ensure proposal/SOW quality aligns to deliverable scope and margin.

Product, Pricing & Packaging

• Publish tiered service catalogs with clear value metrics and attach strategies.

• Own Microsoft GCC High Licensing revenue (co‑sell, CSP motions, renewals, and services attach).

• Launch Complementary Partner Services bundles to increase ACV and win rate.

Partner Ecosystem & Alliances

• Deepen Microsoft alliance (co‑sell/marketplace/MDF) and scale partner‑led pipeline (GRC, IR, pen‑test, etc.).

• Create partner scorecards, incentives, and joint plans.

Revenue Operations (RevOps) & Forecasting

• Own CRM hygiene, pipeline/coverage math, forecast accuracy, and BI dashboards from lead to cash.

• Align comp plans to margin‑aware growth; define clean handoffs to COO for delivery success.

Brand & Marketing

• Lead narrative around CMMC for the DIB, case studies, content, webinars, events, and analyst/press.

• Build a high‑performing marketing engine (demand gen, product marketing, partner marketing).

Qualifications

Required Qualifications

• 10+ years in B2B tech revenue leadership; 5+ years leading MSP/SI or security/compliance services GTM.

• Proven success selling managed services and fixed‑price enablement in Microsoft ecosystems.

• DIB/CMMC experience (language, cycles, stakeholders).

• Mastery of RevOps (pipeline math, forecasting, dashboards).

• Exceptional leadership, executive presence, and partner‑ecosystem fluency.

• Education: College degree preferred, not required.

Preferred

• Microsoft alliance experience (co‑sell/marketplace), public‑sector capture, ABM at scale.

• Built tiered pricing/packaging with clear value metrics and attach motions.

Additional Information

Compensation & benefits

• Competitive executive compensation (base + performance bonus + stock options after first year).

• Comprehensive benefits (medical, retirement, PTO, professional development).

• Mission‑driven work that directly strengthens the national security supply chain.