AI Sales Specialist

Fortinet•New York, NY

1d•$220,000 - $260,000

About The Position

Fortinet is seeking a quota-carrying AI Sales Specialist to support go-to-market strategy and execution for its AI security solutions, including the FortiAIGate AI security platform. The role focuses on accelerating adoption of solutions that secure the creation and use of AI applications, including homegrown AI and agentic AI tools. The specialist works with regional sales leaders, account managers, channel partners, and internal teams to build pipeline and close business, while advising enterprise customers on their AI security needs. The position also educates customers and partners on secure AI deployment and positions Fortinet as a leader in AI security.

Requirements

At least 7 years of quota-carrying technical sales experience, including at least 3 years specializing in AI and related technologies.
Track record of consistently meeting or exceeding quota and closing complex, multi-stakeholder enterprise deals with six- and seven-figure ACV.
Experience engaging C-level executives, including CIOs, CISOs, CTOs, VPs of Engineering, and Heads of AI.
Understanding of machine learning, deep learning, and generative AI.
Strong understanding of cloud computing platforms such as AWS, Azure, and GCP.
Exemplary written, verbal, and presentation communication skills.
Ability to travel up to 50% to develop customer relationships and advance opportunities.

Nice To Haves

Bachelor’s degree in engineering, science, computer science, or a related technical field is preferred.
Experience working in regulated or data-sensitive industries such as financial services, healthcare, and semiconductors is preferred.
Familiarity with popular agentic AI tools, AI infrastructure, and their associated security implications is preferred.

Responsibilities

Partner with regional sales leaders to shape and execute the regional go-to-market strategy for AI Security solutions, including expansion within existing Fortinet customers and greenfield acquisition.
Collaborate with Fortinet account managers and partners to build pipeline and identify, qualify, and close AI Security business.
Lead customer-facing activities, including executive presentations, discovery workshops, and live product demonstrations.
Design and deliver regional training programs for Fortinet account managers on product features, capabilities, competitive differentiators, use cases, and business outcomes.
Consult with enterprise clients to assess their AI landscape, identify security challenges, and architect solutions.
Advise customers on AI governance and controls, runtime protection, guardrails, automated red-teaming, and shadow AI.
Engage in strategic account selling, business development, and ongoing customer success, with a focus on business outcomes and ROI.
Equip Fortinet channel and reseller partners with the knowledge and resources to close AI Security deals and lead with Fortinet.
Build trusted relationships with customer stakeholders, including C-level executives, security leaders, and AI decision-makers.
Partner with sales, marketing, and product management to align go-to-market execution and AI Security messaging.
Educate customers on agentic AI best practices and secure AI deployment, and promote Fortinet’s AI security capabilities.