General Manager Federal and Government BU

About the role

PSI is seeking a commercially focused General Manager – Federal and Government – to unify and grow its government business under a single commercial leader. Building on PSI’s strong success in the US federal market, this executive will own the business unit P&L, with a primary mandate to win new business, protect existing revenue and expand strategic government accounts. The General Manager will lead the client-facing organization across Business Development, Client Success/Account Management, and Solutions Engineering. As a senior commercial leader and relationship builder, they will create trusted executive relationships with government agencies, procurement and policy stakeholders, prime contractors, partners and market influencers, while personally sponsoring PSI’s most important pursuits and clients. The remit includes both the US federal assessment market and international government expansion, building on PSI’s assessment, advisory and delivery experience.

Responsibilities

• Own the Federal and Government business unit P&L, including revenue, pipeline, profitability, forecasting, investment decisions and delivery against financial commitments.
• Set a focused commercial strategy that translates market opportunity into priorities for new business, client retention, account growth and margin.
• Establish a rigorous operating cadence across pipeline, capture, revenue, retention, expansion, client health and forecast accuracy.
• Build and convert a healthy, appropriately covered pipeline across priority federal agencies, contract vehicles and international government markets.
• Lead an integrated pursuit model across Business Development, Capture and Solutions Consulting/Sales Engineering, with disciplined qualification, positioning and resource allocation.
• Act as sponsor for priority pursuits, building senior relationships, shaping the value proposition and improving PSI’s competitive position and win rate.
• Own client retention and revenue protection, with early visibility of relationship, delivery, contractual, procurement and competitive risk.
• Lead Client Success/Account Management to build strategic account plans, executive sponsorship and consistent client-review disciplines.
• Create clear recompete, renewal and expansion motions that deepen client value and identify growth opportunities well ahead of procurement events.
• Build trusted relationships across federal agencies, procurement bodies, policy stakeholders, political networks, prime contractors and relevant industry groups.
• Partner closely with Government Relations to align commercial priorities, stakeholder engagement and policy influence across target markets.
• Identify and prioritize international government opportunities that build on PSI’s assessment, advisory and delivery capabilities.
• Develop routes to market through government relationships, local partners, procurement frameworks and focused account plans.
• Partner with Product, Marketing and Finance to create clear propositions, packaging, pricing and repeatable routes to market for government customers.
• Lead Solutions Consulting/Sales Engineering so mission needs are translated into differentiated, scalable and commercially sound solutions.
• Align Government Relations, Product, Technology, Operations, Program Management, Psychometrics, Test Security, Finance, Legal, Compliance and Marketing around shared commercial priorities.
• Ensure commitments are compliant, deliverable and profitable, with effective handoffs from capture through implementation and ongoing client management.
• Lead and develop a high-performing organization spanning Business Development, Client Success/Account Management, Capture and Solutions Consulting/Sales Engineering.
• Create clear objectives, incentives and accountability across new-logo growth, client retention, account expansion and solution quality.
• Build a strong external network across government clients, prospects, political and policy stakeholders, primes, partners and market influencers.
• Foster a culture of commercial ownership, public-service awareness, collaboration and evidence-led decision making.
• Adhere to ethical standards and comply with all laws, procurement rules and regulations applicable to the role.

Requirements

• Bachelor’s degree or equivalent relevant experience.
• 12+ years of progressive commercial and business leadership experience in federal, government, public sector, assessment or a related services market.
• Senior responsibility for a business or portfolio with revenue, profitability and investment accountability.
• Demonstrated success in new-client acquisition, pipeline development, capture, client retention, recompetes and account expansion.
• Substantial leadership experience across multiple client-facing functions, including leadership of leaders and geographically distributed teams.
• Meaningful US federal market experience and the ability to develop international government growth opportunities.

Preferred Qualifications

• Experience in government assessment, testing, credentialing, advisory or large-scale delivery programs.
• Knowledge of FAR-based procurement, contract vehicles, federal security requirements and public-sector compliance environments.
• Experience developing productive relationships with Government Relations teams, policy stakeholders, prime contractors and partner ecosystems.
• Experience expanding government products or services into international markets.
• MBA, public policy qualification or another relevant postgraduate degree.

Required Knowledge & Skills

• Strong knowledge of US federal assessment and government markets, including agency priorities, buying cycles and procurement processes.
• General management experience with full P&L accountability and a record of profitable growth.
• Proven success building pipeline, acquiring new government clients and improving conversion through disciplined capture.
• Exceptional relationship-building and influencing skills, with the credibility to engage government executives, procurement leaders, policy and political stakeholders, primes and partners.
• Strong client-success and account-management expertise, including revenue protection, recompetes, executive sponsorship and contract expansion.
• Experience leading Capture and Solutions Consulting or Sales Engineering and shaping commercially sound government propositions.
• Strong financial and commercial acumen, including forecasting, pricing, contract economics, margin and investment decisions.
• Ability to assess international government opportunity and build effective routes to market using advisory, assessment and delivery capabilities.
• Working knowledge of federal contracting, security and compliance requirements and how they affect eligibility, positioning and delivery.
• Proven ability to lead leaders, influence across a matrix and create accountability through change, complexity and long procurement cycles.