Sales Engineer, SLED

Fortinet•Los Angeles, CA

5h•$200,000 - $240,000•Onsite

About The Position

We are looking for a Systems Engineer, SLED with experience in cyber security and ICS/OT technologies to work closely with our District Sales teams supporting Fortinet’s SLED business unit. The Systems Engineer's main mission will be to support the sales organization in all technical matters regarding pre-sales, sales calls, and post-sales.

Requirements

Proven track record supporting State, Local, and Education (SLED) accounts, with a deep understanding of public sector procurement cycles, regulatory compliance, and government-specific RFP processes.
Minimum of 5 years of professional experience within the Cybersecurity industry with heavy emphasis in ICS/OT environments.
At least 5 years in a customer-facing Pre-Sales Engineering or technical consulting capacity.
Practical familiarity with ICS/OT environments, including industrial protocols, Distributed Control Systems (DCS), and SCADA architectures.
Strong command of networking and systems architecture, including the OSI and Purdue models, TCP/IP, and Linux CLI environments.
Hands-on experience with packet analysis (Wireshark/Tshark) and managing log/telemetry data in support of customer security operations.
Proficiency in deploying and managing solutions within cloud and virtualized infrastructures.
Exceptional presentation skills with the ability to translate complex technical concepts into business value for executive-level stakeholders.
Strong negotiation and relationship-building skills to drive technical win strategies alongside sales partners.
Ability and willingness to travel regularly (up to 70%) to engage with clients and partners on-site.

Responsibilities

Own the Technical Relationship: Dive deep into customer environments to bridge the gap between technical needs and business outcomes.
Consultative Approach: Empower clients with expert-level recommendations and best-practice guidance.
Custom Demos: Craft and present high-impact product demos that tell a compelling story for every prospect.
Event Support: Be the technical face of the company at key industry events and trade shows.
Sales Partnership: Collaborate with Account Executives to design winning solutions for complex client needs.
PoC Mastery: Drive successful Proof of Concept deployments, managing everything from initial setup to final troubleshooting.
RFP Leadership: Deliver precise, technical content for inbound queries, proposals, and project scopes.