Note: The job is a remote job and is open to candidates in USA. CAI is a global services firm that unites talent and technology to deliver solutions across public and commercial sectors. The Director, Business Development – Commercial Managed Services will lead growth strategy and capture across the commercial managed services portfolio, driving new client acquisition, account expansion, pipeline development, client engagement, and proposal leadership. The role also partners with delivery, technical, marketing, and account teams to shape opportunities, lead renewals and re-competes, and position managed services capabilities in the market.
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 (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
Skills
- 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, 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
- 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
- This position does not offer employment sponsorship. All candidates must be eligible to work without need for sponsorship by employer
- 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
- 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-price 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
Benefits
- Full-time and remote work arrangement
- Medical insurance
- Dental insurance
- Vision insurance
- 401k retirement account access
- Paid time off
- May also be entitled to paid sick leave and/or other paid time off as provided by applicable law
Company Overview