POSITION SUMMARY
The Managing Director, Services Division is a senior leader accountable for the strategy, financial performance, delivery quality, and growth of Consortium’s for-fee professional services organization. This leader owns the services P&L, manages the internal and external partner teams with disciplined utilization, margin management, and ensures every engagement is scoped, contracted, and delivered to a high standard with strong Project Management Oversight.
Critically, this role is the link between services and the broader Consortium business. The Services Division is designed to drive cyber program improvements for our clients by building trust as their Cyber Concierge while helping clients with decision making for their technology purchases through Consortium’s resale model. The MD is expected to design, measure, and report how services create attributable resale growth for our clients by helping them make optimal decisions for their programs.
KEY RESPONSIBILITIES
P&L Ownership and Financial Management
• Own the services P&L including revenue, gross margin, cost of delivery, and operating expense; develop the annual plan, quarterly forecast, and monthly variance reporting.
• Manage client-level financials across every engagement: budget vs. actual, billing and invoicing accuracy, revenue recognition support, write-offs, change orders, and collections in partnership with Finance.
• Set and defend pricing and rate strategy, including rate cards, blended rates, fixed-fee vs. time-and-materials models, subcontractor margin, and discounting guardrails.
• Drive margin improvement through capacity management of all on-staff resources, partner leverage, reusable service delivery assets, scope discipline, and utilization of AI to drive efficiency, and scale.
Utilization and Capacity Management
• Set utilization targets by role and level, and manage billable utilization, bench time / capacity, and realization rates weekly.
• Own resource planning and forecasting aligned to the pipeline, including hiring, contractor, and partner capacity decisions.
• Balance billable work and strategic investment such as service development, enablement, and pre-sales support so that capacity is deployed where it earns the most.
Client Issue and Escalation Management
• Serve as executive sponsor for key services clients, holding regular governance reviews and building senior relationships with client security and IT leadership.
• Resolve conflicts and escalations on scope, schedule, quality, staffing, or commercial disputes, balancing client satisfaction with margin protection and contractual integrity.
• Align Internal Teams across sales, delivery, and partners on priorities and ownership during client issues, setting clear rules of engagement so internal and external parties reach resolution quickly.
• Monitor client health and satisfaction using delivery KPIs, and risk indicators; lead recovery plans for at-risk engagements.
SOW Development and Review
• Own the Proposal and SOW lifecycle: development, internal review, approval, negotiation, execution, and amendment.
• Maintain SOW standards and templates covering scope, approach, deliverables, assumptions, exclusions, acceptance criteria, and fees.
• Lead the SOW review process, including pricing, risk, legal, and delivery feasibility checks before any commitment is made with clients.
• Coach the team on scoping discipline to reduce scope creep, under-pricing, and ambiguous commitments.
Project Management Oversight
• Oversee project and engagement management for all client contracts, including governance cadence, status reporting, milestone tracking, and change control.
• Establish a consistent delivery methodology and PMO standards, with quality assurance and deliverable review before client hand-off.
• Ensure on-time, on-budget delivery and timely identification and resolution of risks and issues.
Pre-Sales Support
• Partner with Sales to support pursuits with scoping, solutioning, estimating, and executive presentations.
• Define the pre-sales engagement model, including roles and responsibilities, handoffs between Sales and Services, and turnaround expectations for scoping and estimating support.
• Participate in strategic client meetings and account planning to position services as the entry point and accelerator for broader technology and resale opportunities.
Service Partner and Alliance Management
• Build and manage a bench of service partners and subcontractors, including selection, contracting, rate negotiation, performance management, and quality oversight.
• Develop alliance relationships with technology vendors and professional services firms to extend delivery capacity, add specialized skills, and generate co-sell and referral opportunities.
• Manage partner economics to protect margin and ensure partner-delivered work meets Consortium standards.
Service Development and Business Alignment
• Own the services portfolio roadmap: design, launch, and retire services based on market demand, client feedback, margin profile, and strategic fit.
• Align services to Consortium’s broader offerings, including resale and market needs so that services reinforce and accelerate the core business.
• Standardize repeatable offerings with standard scopes, pricing, collateral, and delivery playbooks that sales can sell consistently.
• Contribute to enterprise strategy as a member of the Risk and Advisory leadership team.
Team Leadership and Talent
• Lead, develop, and retain a high-performing team of consultants, architects, engagement managers, and practice leads.
• Set clear goals, performance standards, and career paths; build a culture of accountability, client focus, and continuous learning.
• Own hiring, onboarding, certification, and succession planning for the services organization.
QUALIFICATIONS
Required
• 10+ years of experience in technology or cybersecurity professional services, with 5+ years leading a services organization of meaningful scale.
• Demonstrated P&L ownership, including forecasting, pricing, margin management, and utilization optimization.
• Demonstrated understanding of the VAR business, have broad knowledge of security domain areas and relevant technologies, and have consulting and/or service delivery experience with hands-on product exposure.
• Proven track record authoring, reviewing, and negotiating SOWs and managing contract risk.
• Experience overseeing project management for multiple concurrent client engagements.
• Strong executive-level client management skills, including conflict resolution and escalation handling.
• Experience supporting pre-sales and working closely with sales leadership.
• Experience managing subcontractors, service partners, or vendor alliances.
• Bachelor’s degree in business, technology, or a related field, or equivalent experience.
Preferred
• Experience linking services to product or resale revenue.
• Cybersecurity executive level domain depth (assessments, risk, compliance, vCISO, or cyber incident response).
• MBA, PMP, or relevant security and professional certifications (e.g., CISSP, CISM).
CORE COMPETENCIES
• Financial acumen and commercial judgment
• Strategic thinking and portfolio management
• Executive presence and client trust-building
• Negotiation, conflict resolution, and decision-making under ambiguity
• Cross-functional leadership across Sales, Finance, Legal, Operations, and Partners
• Data-driven management and operational rigor
• People development and inspirational leadership
KEY PERFORMANCE MEASURES
• Services revenue, gross margin, and EBITDA contribution vs. plan
• Billable utilization, realization, and bench cost
• SOW quality: win rate, margin at signature vs. margin at close, and change-order rate
• On-time, on-budget delivery and client satisfaction (CSAT/NPS)
• Services-attributed and services-influenced resale bookings and gross profit
• Partner performance and partner-delivered margin
• Employee engagement, retention, and bench strength
WORKING CONDITIONS
Travel to client sites, partner meetings, and company events as needed (estimated 20%). Occasional extended hours to support critical engagements and period-end close.
