AI Sales Specialist

Fortinet•Atlanta, GA

About The Position

Fortinet is seeking an experienced AI Sales Specialist to support go-to-market strategy and execution for its FortiAIGate AI security platform and other AI security solutions. This quota-carrying sales role focuses on accelerating adoption of solutions that secure the creation and use of AI applications, including homegrown AI and agentic AI tools. The role supports existing customer expansion and greenfield acquisition, develops business with regional sales teams and channel partners, and leads customer-facing sales and education activities. The specialist advises enterprise customers on their AI environments and security needs, promotes secure AI practices, and works across sales, marketing, and product management to execute Fortinet’s AI security go-to-market strategy. Travel up to 50% is required.

Requirements

At least 7 years of quota-carrying technical sales experience, including at least 3 years specializing in AI and related technologies.
A consistent record of meeting or exceeding quota and closing multi-stakeholder, six- and seven-figure ACV deals in complex enterprise accounts.
Demonstrated experience engaging C-level executives, including CIOs, CISOs, CTOs, VPs of Engineering, and Heads of AI.
Understanding of core AI technologies, including machine learning, deep learning, and generative AI.
Strong written, verbal, and presentation communication skills.
Strong understanding of cloud computing platforms such as AWS, Azure, and GCP.
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 in regulated or data-sensitive industries such as financial services, healthcare, or 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, covering existing-customer expansion and greenfield acquisition.
Collaborate with 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 for 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, emphasizing business outcomes and ROI.
Equip channel and reseller partners with the knowledge and resources to close AI Security deals and position Fortinet as their AI security choice.
Build trusted relationships with 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.