What are the responsibilities and job description for the Director, SLED Capture - Higher Education position at Fortinet?
We are seeking an experienced and driven Director of SLED Capture - Higher Education to lead and execute strategic capture efforts focused on expanding our presence within the higher education segment of the State, Local, and Education (SLED) market. This role will be responsible for identifying opportunities, developing capture strategies, and fostering relationships to drive growth and success in higher education sales. The ideal candidate will have a deep understanding of the higher education landscape, procurement processes, and the ability to collaborate across teams to achieve results.
Key Responsibilities:
* Strategic Capture Leadership:
* Develop and execute comprehensive capture strategies for higher education opportunities within the SLED vertical.
* Lead the capture lifecycle, from opportunity identification through proposal development and submission.
* Build a robust pipeline of higher education sales opportunities aligned with organizational goals.
* Market and Opportunity Analysis:
* Research and analyze higher education funding trends, procurement processes, and policy changes to identify emerging opportunities.
* Maintain awareness of competitors and market conditions to refine capture strategies.
* Relationship Development:
* Establish and maintain strong relationships with higher education stakeholders, including institutional leaders, procurement officials, and technology decision-makers.
* Collaborate with internal teams to align customer needs with solutions and services.
* Proposal and Bid Management:
* Partner with proposal teams to create compelling, compliant, and competitive proposals.
* Develop win themes and value propositions tailored to higher education clients.
* Cross-Functional Collaboration:
* Work closely with sales, marketing, and product teams to ensure alignment of capture efforts with organizational offerings and messaging.
* Provide insights and recommendations to leadership on market opportunities and strategic initiatives.
* Metrics and Reporting:
* Track and report on capture performance metrics, including win rates and pipeline growth.
* Leverage data-driven insights to continuously improve capture processes.
Qualifications:
* Bachelor's degree in Business, Public Administration, Education, or a related field (Master's degree preferred).
* 8 years of experience in SLED sales, capture management, or related roles, with a strong focus on higher education.
* Demonstrated success in leading capture efforts and winning complex deals within the higher education sector.
* Deep understanding of higher education funding cycles, grant programs, and procurement processes.
* Exceptional interpersonal and communication skills, with the ability to build relationships and influence stakeholders at all levels.
* Strong project management skills, with the ability to prioritize and manage multiple capture efforts simultaneously.
* Experience working with CRM systems and capture management tools.
Why Join Us?
This is a unique opportunity to play a pivotal role in shaping our strategy and growth within the higher education segment of the SLED market. You will be part of a dynamic team that values innovation, collaboration, and results, making a meaningful impact in the education sector.
EEOC / AAPAccommodation: If you are an individual with a disability and require a reasonable accommodation to complete any part of the application process, or are limited in the ability or unable to access or use this online application process and need an alternative method for applying, you may contact Fortinet, Inc at (408) 235-7700 of accommodations@fortinet.com for assistance.EEO: All qualified applicants will receive consideration for employment without regard to race, sex, color, religion, sexual orientation, gender identity, national origin, protected veteran status, or on the basis of disability.
