Director, State Affairs

In this role, you will be responsible for developing and maintaining strong relationships with state governments, agencies, and legislative bodies to influence policy and secure strategic contract vehicles. You will work to expand the company's presence within state government markets by securing contracts, managing compliance, and identifying opportunities for growth through legislation and state-specific initiatives. This position plays a critical role in supporting sales teams, ensuring contract compliance, and driving business development initiatives.

Responsibilities:

• Serve as the primary point of contact for state government officials, agencies, and legislative bodies.
• Identify and pursue contract vehicles (e.g., state-specific contracts, cooperative purchasing agreements) that enhance the company's ability to sell products and services to state government entities.
• Help manage state lobbying program efforts and initiatives, ensuring alignment with the company's business objectives.
• Monitor legislative and regulatory developments to assess their impact on business opportunities and compliance.
• Collaborate with internal teams (sales, legal, compliance, and marketing) to develop and submit proposals for state government contracts.
• Negotiate terms and conditions of awarded contracts, ensuring they align with business objectives and state regulations.
• Develop and execute compliance plans for awarded state contracts, ensuring internal teams and channel partners adhere to contractual obligations.
• Lead training programs for sales teams and channel partners to effectively utilize state contract vehicles.
• Build relationships with prime contractors and partners to support state sales initiatives.
• Prepare and submit contract modifications, renewals, and administrative reports as required by state contracts.
• Develop strategic objectives and sales goals for state government markets.

Required Skills/Qualifications:

• 8+ years of experience in public sector affairs, with a focus on state government relations, contracting, and legislative policy.
• Experience managing state lobbying efforts, with a proven ability to influence state policy and legislative initiatives.
• Previous experience working in state government in a director or higher position, specifically in IT and security departments.
• Demonstrated experience in securing and managing state government contracts and cooperative purchasing agreements.
• Strong knowledge of state procurement practices, acquisition regulations, and compliance requirements.
• Proven ability to lead business development initiatives and secure multiple award contracts (MACs) or other state-specific contract vehicles.
• Demonstrated understanding of Fortinet's value and hands-on experience implementing Fortinet products and services in large-scale deployments.
• Excellent communication, negotiation, and presentation skills.
• Ability to collaborate with internal teams and external stakeholders to achieve strategic business objectives.
• Self-starter with strong organizational skills and the ability to manage multiple projects simultaneously.
• Travel required more than 60% of the time .

Education:

• Bachelor’s degree in political science, public administration, business, or a related field. Advanced degree (e.g., MBA, MPA) preferred.