Fortinet

AI Sales Specialist

Posted Yesterday

Be an Early Applicant

4 Locations

Hybrid

Senior level

Security • Software • Cybersecurity

The Role

Drive go-to-market strategy and quota-carrying sales for Fortinet’s AI security solutions. Build pipeline, close complex enterprise deals, deliver executive presentations and product demonstrations, train account teams and partners, and advise customers on AI governance, runtime protection, guardrails, automated red-teaming, and shadow AI. Develop strategic customer relationships, engage C-level stakeholders, and serve as an AI security evangelist while collaborating with sales, marketing, and product teams.

Summary Generated by Built In

At Fortinet, we are at the forefront of securing the evolving Artificial Intelligence (AI) landscape with our FortiAIGate AI security platform.

We are seeking a passionate and experienced AI Sales Specialist to support the go-to-market (GTM) strategy and execution for our rapidly growing AI security solutions. This critical quota carrying sales role will be instrumental in accelerating the adoption of our solutions that help customers secure the creation and usage of AI applications, including homegrown AI and popular agentic AI tools.

Your Responsibilities

Partner with regional sales leaders to shape and execute the GTM strategy for AI Security solutions across your region, focusing on both expanding existing Fortinet customers and driving greenfield acquisition.
Collaborate closely with Fortinet account managers and partners to build pipeline, and to 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 programs for Fortinet account managers, educating them on new product features, capabilities, competitive differentiators, use cases and business outcomes, to ensure they can confidently pitch and represent Fortinet’s AI security strategy.
Consult with enterprise clients to evaluate their current AI landscape, identify security challenges, and architect effective solutions. Act as a trusted thought leader on AI governance and controls, runtime protection, guardrails, automated red-teaming, and shadow AI.
Personally engage in strategic account selling, business development, and ongoing customer success, with a focus on business outcomes and ROI
Engage deeply with Fortinet’s channel and reseller partners to equip them with the knowledge and resources needed to successfully close AI Security deals, ensuring they are positioned and motivated to lead with Fortinet for AI security.
Cultivate strong, trusted relationships with key customer stakeholders, including C-level executives, security leaders, and AI decision-makers.
Partner closely with sales, marketing, and product management to ensure alignment and effective GTM execution and AI Security messaging.
Serve as an AI evangelist to educate customers on agentic AI best practices, secure AI deployment, and position Fortinet as the definitive leader in AI security projects.

Qualifications

Your Experience

Bachelors degree in engineering, science, computer science or related technical field of study prefered
7+ years of quota-carrying technical sales experience, including at least 3 years specializing in AI and related technologies.
Proven track recorder of consistently meeting or exceeding quota and successfully closing multi-stakeholder, 6- and 7-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.
Experience working within 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.
Exemplary written, verbal, and presentation communication skills.
Strong understanding of cloud computing platforms (e.g., AWS, Azure, GCP)
Ability to travel up to 50% to develop customer relationships and advance opportunities

About UsFortinet makes possible a digital world that we can always trust through its mission to protect people, devices, and data everywhere. This is why the world’s largest enterprises, service providers, and government organizations choose Fortinet to securely accelerate their digital journey. The Fortinet Security Fabric platform delivers broad, integrated, and automated protections across the entire digital attack surface, securing critical devices, data, applications, and connections from the data center to the cloud to the home office. Ranking #1 in the most security appliances shipped worldwide, more than 615,000 customers trust Fortinet to protect their businesses. And the Fortinet NSE Training Institute, an initiative of Fortinet’s Training Advancement Agenda (TAA), provides one of the largest and broadest training programs in the industry to make cyber training and new career opportunities available to everyone.

Skills Required

Bachelor’s degree in engineering, science, computer science, or a related technical field
7+ years of quota-carrying technical sales experience
At least 3 years specializing in AI and related technologies
Proven record of consistently meeting or exceeding sales quota
Experience closing multi-stakeholder, six- and seven-figure ACV deals in complex enterprise accounts
Experience engaging C-level executives, including CIOs, CISOs, CTOs, VPs of Engineering, and Heads of AI
Understanding of 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
Experience working in regulated or data-sensitive industries
Familiarity with agentic AI tools, AI infrastructure, and related security implications
Ability to travel up to 50%

Fortinet Compensation & Benefits Highlights

The following summarizes recurring compensation and benefits themes identified from responses generated by popular LLMs to common candidate questions about Fortinet and has not been reviewed or approved by Fortinet.

Healthcare Strength — Healthcare offerings appear comprehensive, including medical, dental, vision, counseling, wellness programs, and HSA/FSA options. Some materials also highlight affordability and multiple plan choices.
Leave & Time Off Breadth — Time off is described as strong, with PTO and reports of flexible or even unlimited PTO depending on team or manager. These options contribute to a perception of good flexibility.
Parental & Family Support — Support includes maternity and paternity leave alongside childcare/parenting resources and adoption/surrogacy assistance. This indicates robust family-oriented benefits.