Fortinet Director SLED Capture - Local Gov't 

United States, North Carolina, Raleigh 

516742043

In this role, you will lead programs for state and local government with a focus on operational technology (OT) and critical infrastructure. These programs represent growing, complex solutions designed to meet the unique challenges of local governments, municipalities, and public sector stakeholders. This is an entrepreneurial position that allows for creativity and growth through the development and management of new and existing initiatives.

You will develop and execute program-based growth strategies, operational plans, and performance metrics in collaboration with local government leadership, sales and technical teams, government affairs, legal, finance, and marketing.

Key Responsibilities

• Program Management and Growth : Oversee the full lifecycle of programs, with a focus on state and local government and OT environments. Key initiatives include:
  • OT-focused programs like the Connected Systems Institute and University Centers of Excellence.
  • Certifications and compliance programs, such as StateRAMP, CJIS, and other state/local regulations.
  • Municipal broadband, smart city solutions, and public safety networks.
  • Cyber insurance and resiliency programs tailored for local government needs.
• Cross-Functional Leadership : Collaborate with sales teams (VPs, directors, account managers), government affairs, and operations to lead the execution of program strategies.
• Revenue Growth : Drive new business opportunities and bookings through targeted program development and capture plans, ensuring alignment with sales objectives.
• Contract Management : Negotiate, execute, and manage contracts in coordination with legal, finance, and sales teams. Convert state and regional contracts to enable partner-driven fulfillment while maintaining compliance.
• Compliance and Regulation : Conduct internal reviews to ensure compliance with government regulations, adapting programs to meet new requirements as they arise.
• Capture Planning : Develop and implement contract pursuit and capture strategies, with a focus on securing opportunities in local government and OT sectors.
• Marketing and Outreach : Collaborate on marketing campaigns to promote program adoption and communicate value to municipal and OT-focused stakeholders.
• Strategic Collaboration : Partner with government affairs teams to craft and execute strategies that align with organizational goals and support public policy objectives.
• Reporting and Metrics : Establish and maintain reporting criteria to measure program success and revenue impact.
• Operational Excellence : Organize and prioritize multiple initiatives, ensuring timely execution and adaptability in complex environments.

Required Experience

• Government Program Expertise : Minimum of 5 years managing federally funded programs or interpreting state and local requirements.
• Government Affairs : At least 5 years of experience working with lobbyists or government affairs teams.
• Program Development : Proven track record of designing, managing, and reporting on impactful programs tailored for local government and OT.

Preferred Experience

• Cross-Functional Program Management : Combined 15+ years in government/education programs, product management, and quality improvement.
• Operational Technology (OT) Knowledge : Experience with smart cities, critical infrastructure, and public safety initiatives.
• Compliance Expertise : Background in audit, investigation, and adherence to state/local regulatory frameworks.
• Certifications : Six Sigma Black Belt, ISO 9001 Internal Auditor, PMI PMP®, and familiarity with AGILE/SCRUM.
• Startup Experience : Ability to thrive in dynamic, entrepreneurial environments.

Core Competencies

• Strategic program lifecycle management
• Local government and OT ecosystem knowledge
• Contract negotiation and capture planning
• Compliance and regulatory navigation
• Revenue growth through innovative program design
• Public speaking and stakeholder engagement