AI Sales Specialist, SLED
About The Position
Fortinet is hiring 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 help customers secure the creation and use of AI applications, including homegrown AI and agentic AI tools. The specialist will work across existing Fortinet customers and greenfield prospects, lead customer-facing sales and education activities, and support strategic account selling and customer success. The position serves as a trusted advisor on AI security and an evangelist for secure AI deployment and agentic AI best practices.
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 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, expanding existing customer relationships and driving 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 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.
- Conduct strategic account selling, business development, and ongoing customer-success activities, 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 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 position Fortinet in AI security projects.
Benefits
- Medical, dental, vision, life, and disability insurance
- 401(k)
- 11 paid holidays
- Vacation time and sick time
- Comprehensive leave program
- Fortinet equity program
- Commission eligibility under the Sales Compensation Plan
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What This Job Offers
Job Type
Full-time
Career Level
Senior
Education Level
No Education Listed
