Public Sector Business Operations Manager

4 weeks ago

Reston, Virginia, United States Palo Alto Networks Full time
Job Description

Palo Alto Networks is seeking a highly motivated and results-driven Sr. Manager, Public Sector Business Operations to join our organization. The primary focus of this position will be to drive business operational leadership and subject matter expertise to our growing Public Sector (Federal, State, Local, Education) organization.

The ideal candidate will have a team player approach, the ability to work across departments with disparate needs, excel at problem-solving through critical analysis, and take initiative to improve processes and inefficiencies.

  • Be a sales advocate and partner to internal public sector (FED/SLED) organization to understand contract requirements, structure, business terms, and identify potential risks and/or opportunities that can affect performance, growth, and strategic positioning.
  • Responsible for producing monthly & quarterly contract reporting as required.
  • Responsible for ensuring document retention (i.e. contract price files & contract documentation) in accordance with applicable internal and external policies.
  • Partner with internal stakeholders to provide RFP/RFI and proposal guidance where necessary (e.g. supporting go/no-go analyses) - Assist bid/proposal teams as necessary to ensure compliant responses to RFX's.
  • Support Deals/Orders Desk to comply with appropriate discounting procedures - Collaborate with impacted parties to generate required compliance documents to facilitate deal closure - Ensure required approvals, such as discounts and contractual terms, are obtained and clearly documented.
  • Assess compliance of reseller & distributor pricing schedules under public sector contracts.
  • Ensure compliance requirements are met with awarded public sector contracts to include training internal functional areas - Act as a role model and build a shared understanding of why ethics and compliance are important to the business including public sector contract and operations compliance.
  • Help identify and raise ethics and compliance risk issues so that the business can take action to ensure that the right controls are in place to mitigate against those risks.
  • Ensure that all transactions adhere to internal revenue recognition policies and operational guidelines - Evaluate current processes and offer recommendations for areas of improvement.
  • Promote ethical leadership by supporting, encouraging, and advising others within the business on ethics and compliance issues that arise, so that they are addressed in a consistent and responsive manner.
  • Serve as primary liaison between sales organization and IT, InfoSec, Product Management, and GCAT in support of Public Sector certifications (FedRAMP, IL, StateRAMP), their selling motions, and compliance activities.
  • Support the FedRAMP High / DoD Impact Level product roadmap in conjunction with Public Sector GCAT team.
  • Execute Foreign Military Finance (FMF) Program, including processing of content calculation certification requests, maintenance of program materials, and facilitating annual product calculation refresh with product finance teams.

Requirements

  • 10+ years of experience in Public Sector tech environment (product-based - cybersecurity preferred) and in a sales/strategy operations or program management role.
  • Operations experience supporting an organization in the Public Sector marketplace.
  • Strong program management skills.
  • Strong Public Sector RFP management skills.
  • Experience interfacing with Public Sector customers (Fed, State, Local & Education).
  • Salesforce platform experience is a plus.
  • Demonstrated capability to build strong working relationships with internal business units.
  • Ability to work independently in a fast-paced environment.
  • Experience with data analysis, modeling, and/or financial analysis.
  • Strong communication skills (verbal and written), as well as problem-solving skills.
  • Demonstrated understanding of compliance activities and posture related to US Public Sector certifications (FedRAMP, Dept of Defense Information Levels (IL#), StateRAMP, etc.).
  • Effective verbal and written communication ability, and comfortable with both business and technical discussions with senior audiences.
  • Experience in building relationships and leading through influence.
  • Great teammate, willing to passionately roll up their sleeves and work cross-functionally to achieve results and outcomes.
  • Self-starter who thrives in fast-paced, high-growth environments.
  • Strong understanding of sales processes and methodologies.
  • Strong business acumen and judgment, analytical and problem-solving skills, and ability to structure solutions to complex problems.
  • Strong communication, collaboration, and leadership skills and the ability to effectively partner with all levels of management.
  • Self-starter, highly motivated with insatiable curiosity to learn about and influence the business.
  • Works well within a matrixed environment, with ability to manage simultaneous projects, and tight deadlines.

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