AI Sales Specialist, SLED

Fortinet•Atlanta, GA

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 customer adoption of solutions that secure the development and use of AI applications, including homegrown AI and agentic AI tools. The specialist will support existing customer growth and new customer acquisition across the region, work with sales teams and partners to build and close opportunities, and advise enterprise clients on AI security and business outcomes. The role also includes educating customers and partners on secure AI practices and representing Fortinet’s AI security strategy.

Requirements

At least 7 years of quota-carrying technical sales experience, including at least 3 years specializing in AI and related technologies.
A proven record of consistently meeting or exceeding quota and closing multi-stakeholder, six- and seven-figure ACV deals in complex enterprise accounts.
Experience engaging with 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

A 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, supporting existing 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 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 landscape, identify security challenges, and architect effective 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 ROI.
Equip channel and reseller partners with the knowledge and resources to close AI Security deals and position Fortinet for AI security opportunities.
Build trusted relationships with customer stakeholders, including C-level executives, security leaders, and AI decision-makers.
Partner with sales, marketing, and product management teams 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.