AI Sales Engineer

Fortinet•Sunnyvale, CA

20d

About The Position

Fortinet is seeking an experienced AI Sales Engineer to support the technical execution and adoption of its AI security solutions, including the FortiAIGate AI security platform. This pre-sales role supports customers securing the creation and use of AI applications, including homegrown AI and agentic AI tools. The position partners with sales specialists, regional sales engineers, channel partners, and customers across the sales cycle, from strategy and technical discovery through demonstrations, proof of concepts, deployment, and post-sales handover. It also serves as an AI security evangelist, educating customers about secure AI deployment and agentic AI best practices. The role requires at least five years of technical sales experience, including two years specializing in AI and related technologies, and a bachelor's degree in a relevant technical field. Hands-on experience with Docker, Kubernetes, and cloud platforms is required. Travel of up to 50% is expected. On-target earnings are $220,000–$260,000 per year; the position is eligible for commissions under the Sales Compensation Plan and participation in Fortinet's equity program.

Requirements

Bachelor's degree in electrical engineering, computer science, data science, information systems, or a related technical field.
At least 5 years of technical sales experience, including at least 2 years specializing in AI and related technologies.
Experience engaging technical evaluators, including cloud or AI security engineers, data scientists, and AI/ML architects.
Understanding of machine learning, deep learning, and generative AI.
Hands-on experience with Docker and containerized workloads, and Kubernetes (EKS, GKE, or equivalent).
Deep understanding of AI security concepts, such as access controls, identity management, network integration, endpoint detection and response, red-teaming, and guardrails.
Strong written, verbal, and presentation communication skills.
Experience deploying production applications on cloud computing platforms such as AWS, Azure, or GCP.
Ability to travel up to 50% to develop customer relationships and advance opportunities.

Nice To Haves

Familiarity with popular agentic AI tools, AI infrastructure, and their associated security implications.

Responsibilities

Partner with the AI Sales Specialist to shape and execute the regional go-to-market strategy for AI Security solutions, expanding existing accounts and driving greenfield acquisition.
Enable and train regional Sales Engineers on product capabilities, roadmap, and live demonstration delivery.
Support technical discovery, architecture deep dives, and proof of concepts throughout the sales cycle.
Assist customers with deploying AI Security solutions in self-hosted environments.
Maintain demo environments and oversee demo certifications, training materials, and performance benchmarking.
Equip channel and reseller partners with technical expertise and resources to pursue AI Security opportunities with Fortinet.
Collaborate with internal sales engineers and partners to identify, qualify, and close AI Security business.
Lead customer-facing architecture reviews, integration evaluations, product demonstrations, and technical training.
Facilitate post-sales technical handovers to support successful deployments and long-term customer success.
Build trusted relationships with decision-makers, including CTOs, CISOs, and enterprise AI leaders.
Educate customers on agentic AI best practices and secure AI deployment, and position Virtue AI as a leader in AI security solutions.