Senior Manager, Federal Solutions & Sales
CACI · Hanover, United States · 4d ago
The Opportunity:
CACI is seeking a Senior Manager, Federal Solutions & Sales for our Enterprise Cloud Solutions (ECS) group. This is a senior, customer-facing leadership role for a player-coach who combines technical depth, consultative selling ability, and team leadership.
This role is ideal for someone who has built a career at the intersection of technology, customer engagement, and go-to-market execution within the Federal market. You will lead a small, focused team that includes Account Managers, Sales Engineers or technical presales resources, and Marketing support, while also personally engaging with prospective and existing customers to understand their environments, uncover pain points, and shape practical solutions.
Rather than serving only as a traditional new-logo hunter, this leader will act as a trusted advisor who can sit with customer stakeholders, understand mission and technical challenges, assess where ECS solutions are a fit, identify capability gaps, and help guide internal teams on how solutions should evolve to better meet customer needs. The right candidate can bridge customer conversations, technical architecture, product strategy, and sales execution.
The ideal candidate brings a strong background in cloud, enterprise IT, platform solutions, or solutions architecture, along with experience leading teams and supporting business growth in Federal, Defense, or National Security environments.
Responsibilities:
Serve as a senior customer-facing leader for ECS, engaging directly with prospective and existing customers to understand mission needs, technical environments, operational pain points, and buying considerations.
Lead consultative discovery conversations with customer stakeholders, including technical teams, program offices, and business decision-makers, to determine how ECS offerings can address customer challenges.
Translate customer needs into solution approaches, clearly articulating where ECS capabilities align, where there are gaps, and what enhancements or alternative approaches may be needed.
Partner closely with engineering, product, and delivery teams to communicate field feedback and help inform roadmap priorities, solution improvements, and capability development.
Provide leadership and day-to-day direction for ECS Account Management, Sales Engineering/technical presales, and Marketing resources, including coaching, prioritization, performance management, and professional development.
Support the sales team in shaping opportunities, developing account strategies, and advancing deals through technically credible and customer-specific solutioning.
Work with Account Managers to support customer retention, account growth, and expansion opportunities within existing ECS customers.
Partner with Sales Engineers and technical teams to develop and deliver compelling demonstrations, workshops, whiteboarding sessions, and solution discussions tailored to customer needs.
Help build a more repeatable and scalable go-to-market motion by refining sales plays, discovery frameworks, qualification methods, and account pursuit strategies.
Own visibility into the ECS pipeline, including opportunity progression, forecasting inputs, and regular updates to senior leadership.
Represent ECS at customer meetings, industry events, and conferences, helping build awareness, credibility, and trust in the market.
Monitor customer needs, market trends, and competitor positioning, and provide actionable insights to product and executive leadership.
Support the development of strategic partnerships and channel relationships, including with cloud providers and systems integrators relevant to ECS offerings.
Required Qualifications:
- 10+ years of experience in Federal technology, solutions engineering, technical sales, solution architecture, customer success, business development, or related customer-facing leadership roles.
- Strong background in cloud platforms, enterprise IT, infrastructure, platforms, or software solutions, with the ability to engage credibly with both technical and non-technical stakeholders.
- Demonstrated ability to lead customer discovery conversations, assess pain points, and translate customer needs into practical solution recommendations.
- Experience identifying where products or platforms are a fit, where they are not, and how they may need to evolve to better support customer requirements.
- Track record of partnering effectively across sales, engineering, product, and delivery teams to support customer outcomes and business growth.
- Experience managing teams, preferably across sales, account management, solutions engineering, or related go-to-market functions.
- Strong written and verbal communication skills, including the ability to present complex technical capabilities in a clear, customer-friendly way.
- Familiarity with Federal procurement environments and how technology solutions are evaluated and purchased in government settings.
- Ability to operate effectively in a remote environment across multiple time zones with a distributed team.
- U.S. citizenship with ability to obtain a Secret or Top Secret security clearance.
Desired Qualifications:
- Experience working with DoD, National Security, or Intelligence Community customers.
- Background in solutions architecture, cloud architecture, technical presales, or similar consultative technical roles.
- Familiarity with AWS, Azure, GCP, or OCI in regulated or mission-oriented environments.
- Understanding of DoD cloud adoption constraints and compliance considerations, including IL5/IL6, Zero Trust, and related frameworks.
- Experience supporting or leading technical discovery, capability demonstrations, workshops, or proof-of-concept efforts.
- Familiarity with Federal contract vehicles, procurement pathways, and acquisition processes.
- Experience translating customer feedback into product or roadmap recommendations.
- Current clearance, including Secret, Top Secret, or TS/SCI.
- Bachelor’s degree in Business, Computer Science, Information Technology, Engineering, or related field; advanced degree preferred.
What You Can Expect:
A culture of integrity.
At CACI, we place character and innovation at the center of everything we do. As a valued team member, you’ll be part of a high-performing group dedicated to our customer’s missions and driven by a higher purpose – to ensure the safety of our nation.
An environment of trust.
CACI values the unique contributions that every employee brings to our company and our customers - every day. You’ll have the autonomy to take the time you need through a unique flexible time off benefit and have access to robust learning resources to make your ambitions a reality.
A focus on continuous growth.
Together, we will advance our nation's most critical missions, build on our lengthy track record of business success, and find opportunities to break new ground — in your career and in our legacy.
Pay Range:
There are a host of factors that can influence final salary including, but not limited to, geographic location, Federal Government contract labor categories and contract wage rates, relevant prior work experience, specific skills and competencies, education, and certifications. Our employees value the flexibility at CACI that allows them to balance quality work and their personal lives. We offer competitive compensation, benefits and learning and development opportunities. Our broad and competitive mix of benefits options is designed to support and protect employees and their families. At CACI, you will receive comprehensive benefits such as; healthcare, wellness, financial, retirement, family support, continuing education, and time off benefits.
The proposed salary range for this position is:
$109,800 - $241,600