Director, SLED Capture – Public Sector Critical Infrastructure

In this role, you will lead programs for state and local government with a focus on cybersecurity, operational technology (OT), and critical infrastructure. These programs represent rapidly expanding opportunities in airports, smart cities, smart transportation/ITS, and building control systems — all critical areas where compliance mandates and federal/state funding are accelerating demand. 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 capture-based growth strategies, operational plans, and performance metrics in collaboration with sales leadership, technical teams, government affairs, legal, finance, and marketing. You will also manage strategic contracts, ensuring this channel is maximized for future growth.

Key Responsibilities

• Program Management and Growth
  • Oversee capture and pursuit strategies for state/local programs tied to OT and critical infrastructure.
  • Lead initiatives across airport systems, smart city deployments, DOT smart transportation/ITS, and public-sector building automation.
  • Align capture with federal and state funding programs (IIJA, DHS/FEMA Cybersecurity Grants, DOT SMART Grants).
• Compliance and Regulation
  • Drive alignment with TSA cybersecurity directives for airports, NIST and CISA OT/ICS frameworks, and state/local infrastructure requirements.
  • Ensure our offerings and bids map directly to compliance frameworks (CJIS, StateRAMP, FISMA, etc.) to reduce procurement friction.
• Contract and Cooperative Vehicle Management
  • Manage strategic contracts and cooperative agreements.
  • Expand contract coverage across GSA MAS, SEWP, NASPO ValuePoint, and state-specific contracts, enabling faster procurement pathways.
• Capture Planning
  • Build and execute pursuit strategies for high-value infrastructure opportunities in airports, municipalities, and state DOTs.
  • Develop reference architectures and “TSA-ready / NIST-aligned” solution sets to position the company as a trusted partner.
• Revenue Growth
  • Deliver bookings and pipeline growth by targeting high-value opportunities
  • Translate compliance-driven requirements into funded projects and contract wins.
• Cross-Functional Leadership
  • Collaborate with sales executives, CSAs, and capture managers to align opportunities with national and regional priorities.
  • Partner with government affairs to influence RFP specifications and policy-aligned procurements.
• Marketing & Outreach
  • Support campaigns showcasing IT/OT convergence, managed security services, and critical infrastructure resilience.
  • Represent the company in smart infrastructure consortiums, airport and transportation forums, and state/local IT associations.
• Reporting and Metrics
  • Establish criteria to measure capture success, contract wins, pipeline growth, and contract vehicle utilization.

Required Experience

• Public Sector Program Expertise – 5+ years managing federal or state-funded programs in OT, transportation, or infrastructure.
• Capture Leadership – Proven track record leading complex public-sector pursuits in critical infrastructure domains.
• Contract Vehicle Experience – Direct experience managing cooperative and state/federal contracts (e.g., Omnia, GSA, NASPO).

Preferred Experience

• 15+ years in state/local capture, product management, or infrastructure-focused business development.
• Deep knowledge of OT environments, smart cities, and public safety networks.
• Compliance background in TSA, NIST, CISA, or state/local regulatory frameworks.
• Experience with entrepreneurial, high-growth teams in the public sector.

Core Competencies

• Capture and contract lifecycle management
• IT/OT cybersecurity and infrastructure expertise
• Federal/state funding navigation
• Cooperative contract execution (Omnia, GSA, NASPO)
• Cross-functional leadership across sales, technical, and government affairs
• Revenue growth through programmatic capture strategies

Fortinet offers employees a variety of benefits, including medical, dental, vision, life and disability insurance, 401(k), 11 paid holidays, vacation time, and sick time as well as a comprehensive leave program.

Wage ranges are based on various factors including the labor market, job type, and job level. On target earnings for this position is expected to be $230,000 - $380,000 per year. Exact salary offers will be determined by factors such as the candidate's subject knowledge, skill level, qualifications, experience, and geographic location.

All roles are eligible to participate in the Fortinet equity program, and this position is also eligible for commissions based on the terms of the Sales Compensation Plan