AI Sales Specialist, SLED
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 FortiAIGate. 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 with regional sales leaders, account managers, channel partners, marketing, and product management to grow existing customer business and win new accounts. They advise enterprise customers on AI security needs, lead customer-facing sales and education activities, and develop trusted relationships with executives and other AI and security decision-makers. The role involves travel of up to 50%.
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.
- Demonstrated 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.
- Strong 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 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, including existing-customer expansion 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 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 to align go-to-market execution and AI Security messaging.
- Educate customers on agentic AI best practices and secure AI deployment, and promote 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
