AI Sales Specialist

Fortinet•Chicago, IL

About The Position

Fortinet is seeking an experienced AI Sales Specialist to support go-to-market 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 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, customers, marketing, and product management to develop opportunities and execute regional sales and enablement plans. The role includes strategic enterprise selling, consulting with customers on their AI environments and security needs, and serving as a trusted advisor and thought leader on AI security. It also involves educating customers and partners about secure AI deployment and agentic AI best practices, and building stakeholder relationships from technical teams through C-level executives. 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.
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.
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

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 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 executive presentations, discovery workshops, and live product demonstrations.
Design and deliver regional training for account managers on product features, capabilities, competitive differentiators, use cases, and business outcomes.
Consult with enterprise clients to evaluate 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.
Conduct strategic account selling, business development, and ongoing customer success with a focus on business outcomes and ROI.
Equip Fortinet channel and reseller partners with 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.
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 represent Fortinet as a leader in AI security projects.