Market Development Manager State and Local Government SLG

4 weeks ago

Washington, Washington, D.C., United States Palo Alto Networks Full time
Job Description

Palo Alto Networks is seeking a highly motivated and experienced Market Development Manager State and Local Government SLG to join our team. As a key member of our sales organization, you will be responsible for identifying, developing, and capturing substantial and sustainable future business for Palo Alto Networks in the State and Local Government (SLG) market.

The ideal candidate will have a deep understanding of the SLG market, including its needs, challenges, trends, and technology adoption patterns. You will be responsible for maintaining a nuanced awareness of the market and identifying the best business opportunities for Palo Alto Networks.

Key Responsibilities:

  • Maintain deep and nuanced awareness of state and local government market needs, challenges, trends, and technology adoption patterns.
  • Embed with key customer groups such as NASCIO, NASTD, GCTC, sector-based ISACs, US Ignite, etc.
  • Engage with sales and our community to capture and evaluate the voice of the customer.
  • Create our business roadmap by identifying the best business opportunities, mapping customer technical, operational, regulatory, and business requirements, and collaborating with Corporate and Product Management teams to prioritize investments and product features required for government solutions.
  • Build programs to capture the opportunity by working with Industry Initiatives team to create market solutions that include product, software, services, and technology partners, aggregating customer demand, providing targeting data and tools, developing channel segmentation and solution go-to-market models, and leveraging Alliance Partners to optimize solution effectiveness and customer reach.
  • Deploy and manage programs, inclusive of training and measurement, through Sales and partners, contribute to key sales planning activities, participate in key sales cycles, speak at industry events, and engage with customers on-site and at our Executive Briefing Center.

Requirements:

  • Significant experience working in the state & local government markets, with first-hand mastery of issues related to technology usage, and the most common software and technology providers in the ecosystem.
  • Facility with public sector contracts, procurement terms and processes, and funding sources.
  • Program management skills, and ability to manage a cross-functional team.
  • Experience working in and establishing a variety of sales models and supplier/partner relationship models, ideally including hardware/title and software/license models.
  • Exceptional public speaking and C-Level customer consultative and relationship skills.
  • Research and analytical skills.
  • Proven ability to balance a complex workload, with short- and long-term requirements.
  • Ability to work autonomously within pre-defined parameters.

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