AI Sales Specialist, SLED

Fortinet•Miami, FL

About The Position

Fortinet is seeking a quota-carrying AI Sales Specialist to support the 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 creation and use of AI applications, including homegrown AI and agentic AI tools. The specialist supports both existing customer expansion and new customer acquisition, working with regional sales leaders, account managers, channel partners, and cross-functional teams. The position also involves customer consulting, strategic selling, training, and thought leadership on AI security, governance, and deployment. Travel of 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.
Track 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 machine learning, deep learning, and generative AI.
Excellent written, verbal, and presentation communication skills.
Strong understanding of cloud computing platforms such as AWS, Azure, and GCP.
Ability to travel up to 50%.

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

Responsibilities

Partner with regional sales leaders to shape and execute the regional go-to-market strategy for AI Security solutions, pursuing existing customer expansion and new customer acquisition.
Work with Fortinet account managers and partners to build pipeline and identify, qualify, and close AI Security business.
Lead customer-facing activities such as executive presentations, discovery workshops, and product demonstrations.
Develop 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 ROI.
Equip 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.
Coordinate 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 position Fortinet in AI security projects.