Position Summary
We are seeking a commercially driven Director, Consulting Services (DCS) to lead the growth and profitable delivery of our Managed Infrastructure Services business within the Canadian financial services sector. This is first and foremost a business development and growth leadership role: the primary mandate is to grow the business against defined annual targets by expanding existing client relationships and winning new work.
This is not a pure sales role. The DCS owns an area of the business end to end. The successful candidate carries the profit-and-loss (P&L) responsibility for the Managed Infrastructure Services offering, is accountable for the full sales lifecycle, and owns the deals they sell — including commercial performance, revenue recognition, and delivery accountability in close partnership with delivery leadership. In short: you sell it, you own it, and you are accountable for the client outcome and the margin.
The ideal candidate brings strong expertise across managed infrastructure and cybersecurity services — networks, end-user computing, Microsoft technologies, data centre/cloud, and managed security — ideally combined with financial services and/or credit union domain knowledge, combined with a proven record of driving revenue growth in a consulting, professional services, or technology services environment.
This role is based in Winnipeg, MB or Toronto, ON and is an on-site role (or at our client locations). It will include some travel to client locations, industry events, and other CGI offices.
Your future duties and responsibilities
- Own and deliver the annual growth targets for the Managed Infrastructure Services offering — new bookings/signings, revenue, and profitability (specific targets set annually with executive leadership).
- Develop and execute account growth strategies across the existing client portfolio, identifying whitespace and cross-sell / upsell opportunities.
- Identify, qualify, and win new business with prospective clients across the Canadian financial services market.
- Own the full sales lifecycle: pipeline generation, qualification, solution shaping, proposal and pricing strategy, negotiation, and close.
- Maintain disciplined pipeline and forecast management, including CRM hygiene and accurate revenue forecasting.
- Lead consultative, C-level engagement (CEO, CIO, CTO, COO, and business leaders) to position solutions against clients’ strategic priorities.
- Support and lead sales activities including client presentations, proposals, solution positioning, contract negotiations, and executive briefings.
- Represent the organization at client meetings, industry events, conferences, and networking forums.
P&L & Commercial Ownership
- Own the P&L for the Managed Infrastructure Services offering — revenue, cost, and gross margin.
- Ensure sound commercial structuring, pricing, and margin management on every deal.
- Own revenue recognition and forecasting for recurring / annuity managed-services revenue (recognized over the service term) alongside transformation and project work; drive run-rate growth, renewals, and expansions in partnership with finance.
- Monitor offering performance against plan and take corrective action to protect growth and profitability.
- Partner with finance on budgeting, forecasting accuracy, and reporting.
Offering Ownership & Delivery Accountability
The DCS is accountable for the offering and for every deal they sell — not just the signature. Ownership continues through delivery and into the client outcome.
- Own the deals you sell end to end; be accountable for the realized value, client satisfaction, and financial result.
- Work closely with your delivery counterpart to ensure engagements are staffed, governed, and delivered on scope, schedule, budget, and quality.
- Establish governance frameworks, risk-management strategies, and executive reporting for your portfolio.
- Provide executive oversight for multiple concurrent initiatives; lead steering committees and executive status reviews.
- Proactively manage escalations and complex stakeholder situations to resolution.
Client & Executive Relationship Management
- Serve as the primary executive relationship owner for assigned client accounts.
- Build long-term, trusted relationships with senior decision-makers across financial institutions and digital banking organizations.
- Conduct regular business reviews and strategic planning sessions with clients.
- Ensure high levels of client satisfaction and reference-able outcomes across engagements.
Strategic Consulting & Advisory
- Advise clients on infrastructure modernization, cloud adoption and migration, and managed-services operating models.
- Provide recommendations on network, end-user computing / desktop, and Microsoft technologies (Microsoft 365, Azure, Intune, Entra ID) and server/data centre strategy.
- Advise on managed cybersecurity — SOC / managed detection and response, identity and access management, vulnerability management, and compliance.
- Shape SLA-based service models, service-level design, and continual service improvement (ITIL).
- Support clients through organizational change, technology adoption, and transition/transformation of services.
- Bring perspective on Canadian financial services regulation and risk (e.g., OSFI technology and cyber-risk expectations such as B-13, and information-security controls).
Leadership & Team Development
- Mentor and develop consultants, project managers, and delivery members.
- Build and grow the Managed Infrastructure Services practice, including attracting, developing, and retaining talent.
- Foster a culture of accountability, client focus, and continuous improvement.
- Contribute to strategic planning and business objectives at the leadership level.
Future Duties & Opportunities
As the organization grows and expands beyond the credit union market, this role is expected to evolve into a broader leadership position with responsibility for:
- Building and leading a client services and consulting practice within the offering.
- Developing strategic partnerships across the Canadian financial services sector.
- Expanding services into adjacent segments such as fintech, payments, wealth management, and other financial technology sectors.
- Supporting mergers, acquisitions, and strategic growth initiatives.
- Leading large-scale enterprise transformation programs.
- Developing go-to-market strategies for new products and service offerings.
- Establishing delivery frameworks and consulting methodologies across the organization.
- Managing key enterprise accounts nationally across Canada.
- Building and mentoring future business development, project management, and consulting teams.
- Participating in executive leadership and long-term corporate planning.
Required qualifications to be successful in this role
- Bachelor’s degree in Business, Information Technology, Computer Science, Engineering, Finance, or a related discipline.
- 10+ years of progressive experience in consulting, business development, program, or delivery leadership roles.
- 5+ years in a client-facing leadership position carrying business development and/or P&L responsibility.
- Demonstrated success owning and delivering revenue, bookings, and margin targets.
- Demonstrated experience selling and/or delivering managed infrastructure services, cloud/infrastructure modernization, and cybersecurity engagements under SLA-based, annuity commercial models.
- Experience supporting financial services organizations — ideally credit unions and/or banks — is strongly preferred.
- Prior experience in an IT consulting, technology services, software vendor, or professional services organization is strongly preferred.
Strong understanding of:
- Managed services and MSP operating and commercial models
- Network, end-user computing, and Microsoft technologies (M365, Azure, Intune, Entra ID)
- Server, data centre, and cloud infrastructure (migration and modernization)
- Cybersecurity operations (SOC/MDR, IAM, vulnerability and compliance management)
- IT service management, SLAs, and ITIL practices
- Banking, financial services, and credit union environments
- Information security and regulatory compliance
Preferred & Asset Qualifications
- Master’s degree or MBA.
- ITIL (Foundation or higher)
- Microsoft certifications (e.g., Azure Administrator/Architect, Microsoft 365)
- Security certifications (e.g., CISSP, CISM, or equivalent) considered an asset
- PMP (Project Management Professional) or PMI-PgMP
- Agile / Scrum and Prosci Change Management
CGI is providing a reasonable estimate of the pay range for this role. The determination of this range includes factors such as skill set level, geographic market, experience and training, and licenses and certifications. Compensation decisions depend on the facts and circumstances of each case. A reasonable estimate of the current range is $100,000–$190,000. This role is an existing vacancy.
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