Business Development Manager (Artificial Intelligence) - Sydney/Melbourne

Fortinet

13d

About The Position

Fortinet is seeking a quota-carrying AI sales specialist to support the go-to-market strategy and execution for its FortiAIGate AI security platform and related AI security solutions in Australia, focused on Sydney and Melbourne. The role accelerates adoption of solutions that help customers secure the creation and use of AI applications, including homegrown AI and agentic AI tools. The position partners with regional sales leaders, account managers, channel and reseller partners, and teams across sales, marketing, and product management to build pipeline and win business. It leads customer-facing activities, consults with enterprise clients on their AI environments and security challenges, and presents Fortinet’s AI security capabilities and business outcomes. The role also equips internal sales teams and partners to position and sell the solutions, while educating customers on secure AI deployment and 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 track record of consistently meeting or exceeding quota and closing six- and seven-figure ACV deals involving multiple stakeholders 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.
Strong understanding of cloud computing platforms such as AWS, Azure, and GCP.
Excellent written, verbal, and presentation communication skills.
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, or 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, serving existing Fortinet customers and pursuing new customers.
Collaborate with account managers and partners to build pipeline and identify, qualify, and close AI security opportunities.
Lead 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 assess their AI landscape, identify security challenges, and architect effective solutions.
Serve as a thought leader 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, with a focus 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 C-level executives, security leaders, and AI decision-makers.
Coordinate with sales, marketing, and product management on go-to-market execution and AI security messaging.
Educate customers on agentic AI best practices and secure AI deployment, and promote Fortinet’s leadership in AI security projects.
Travel to develop customer relationships and advance opportunities, up to 50%.