AI Sales Specialist

Fortinet•Dallas, TX

About The Position

Fortinet is seeking a passionate and experienced AI Sales Specialist to support go-to-market (GTM) strategy and execution for its AI security solutions, including the FortiAIGate AI security platform. This quota-carrying sales 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 works across existing Fortinet customers and new prospects, advising enterprise clients on their AI security needs and helping advance customer success and business outcomes.

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.
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.
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% 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 security implications is preferred.

Responsibilities

Partner with regional sales leaders to shape and execute the regional GTM strategy for AI Security solutions, targeting existing Fortinet 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 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 effective solutions.
Advise customers on AI governance and controls, runtime protection, guardrails, automated red-teaming, and shadow AI.
Engage directly 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 effectively.
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 GTM execution and AI Security messaging.
Educate customers on agentic AI best practices and secure AI deployment, and advocate for Fortinet in AI security projects.