AI Sales Specialist, SLED

Fortinet•Sunnyvale, CA

2d•$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 platform. The role focuses on accelerating customer adoption of solutions that secure the creation and use of AI applications, including homegrown AI and agentic AI tools. The specialist works across regional sales teams, account managers, channel partners, marketing, and product management to build pipeline, win business, and advance Fortinet’s AI security strategy. The position includes customer consultation, strategic selling, partner and account-team enablement, and customer education on AI security and governance. Travel of up to 50% is expected. The position’s on-target earnings are expected to be $220,000–$260,000 per year. Final salary offers depend on factors including subject knowledge, skills, qualifications, experience, and geographic location. The role is eligible for Fortinet’s equity program and commissions under the Sales Compensation Plan.

Requirements

At least 7 years of quota-carrying technical sales experience, including at least 3 years specializing in AI and related technologies.
Proven record of consistently meeting or exceeding quota and closing multi-stakeholder, six- and seven-figure ACV deals in complex enterprise accounts.
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.
Exemplary 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 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 security implications is preferred.

Responsibilities

Partner with regional sales leaders to shape and execute the regional go-to-market strategy for AI Security solutions, expanding existing customer relationships and acquiring new customers.
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 for Fortinet account managers on product features, capabilities, competitive differentiators, use cases, and business outcomes.
Consult with enterprise clients to assess their AI environments, 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, focusing on business outcomes and return on investment.
Equip channel and reseller partners with the knowledge and resources to close AI Security deals and lead with Fortinet solutions.
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 role in AI security projects.