Director of Federal Contracts & Operations

Overview

Quest Software Public Sector (QSPSI) has a two-pronged mission focused on helping organizations manage and secure their Microsoft environments, leverage their data effectively, and address cybersecurity challenges in their mission.

QSPSI aims to be the leading partner for modernizing, protecting, and securing hybrid Active Directory, Entra , and Microsoft 365 environments. We provide critical solutions for cybersecurity resilience, risk management, disaster recovery, and migration. This helps global organizations pursue digital transformation in the cloud while still safeguarding their on-premise Active Directory investments.

We're also dedicated to helping customers unlock value from all their data through AI and data solutions. Their goal is to de-risk AI adoption and maximize data return on investment by offering integrated capabilities across the data management lifecycle, including metadata management, data operations, and infrastructure solutions. This empowers data and IT leadership to accelerate their data and AI initiatives.

Role Summary

Reporting directly to the President and GM of QSPSI, the Federal Director of Contracts and Operations performs a multi-faceted role encompassing several critical functions within the QSPSI business. It includes providing comprehensive management and oversight of all Federal and Defense Industrial Base license, services, and support renewal contracts and operations both internal to QSPSI and through our extensive distributor and reseller channel network.

• Deep expertise in establishing, negotiating, and executing multi-million-dollar Federal contracts.
• In depth experience in working within an extended Federal distribution and reseller network to optimize efficient processing of contracts in support of corporate growth initiatives.
• Work closely with our legal and deal desk teams to secure approvals for non-standard terms as needed.
• Work closely with sales management to review and approve all quotes, RFI’s, RFP’s, RFQ’s and associated T&C’s for release to federal distribution channel.
• Review and approve all proof of end user sell through contracts from our distribution and reseller channels.
• Reconcile Quest systems with QSPSI systems and records to validate accurate bookings and revenue data.
• Develop specialized SKU, pricing, and packaging in support of unique government mission requirements.
• Working directly with distributor, reseller, and federal contracting personnel to negotiate mutually acceptable contracting terms that expedite contract completion.
• Updating pricing through in support of our distributors GSA schedule.
• Participate in license verification and analysis when needed.
• Managing our PSO administrator and all associated SOW’s and resultant contracts to effectively contract our services engagements.
• Working closely with our QSPSI renewals team, ensure that we maintain an accurate accounting of all sub-contracts.
• Complete Master Service Agreements with our federal sub-contractors.
• Managing the booking approval process and routing of relevant documents through Docusign for executions as needed.
• Work with cross-functional teams in defining, developing, and revising SaaS/cloud terms and conditions, contract templates, licensing models, partner and channel programs and related corporate policies, procedures and programs.
• Completing all required reporting to meet all federal requirements.

• Minimum of 15 years of experience in a federal contracts management role supporting a dynamic growth-oriented software business.
• Minimum 15 years expertise working federal contracts through an extensive distribution and reseller network.
• 5+ years of federal related accounting background in a software professional services capacity.
• 5+ years using  to manage, report, and forecast opportunities in a federal environment.
• 5+ years managing a software maintenance renewal business.
• 5+ years of contracts with State, Local and Higher Ed organizations a plus.
• Deep familiarity and expertise in working with federal contract regulations (FAR, DFARS, etc.)
• Excels in working with extended teams to rapidly gain consensus and approvals to expedite the completion of…