OT Business Development Solutions Consultant West

Join Fortinet, a cybersecurity pioneer with over two decades of excellence, as we continue to shape the future of cybersecurity and redefine the intersection of networking and security. At Fortinet, our mission is to safeguard people, devices, and data everywhere. We are currently seeking a dynamic OT Business Development Engineer to contribute to the success of our rapidly growing business.

As an OT Business Development Engineer, you will:

• Lead technical engagements with customers, partners, and resellers to position Fortinet’s Operational Technology (OT) and Critical Infrastructure Security solutions
• Act as the technical subject matter expert (SME) for OT security, supporting Sales, Pre-Sales Engineers, and partners throughout the sales cycle
• Drive technical discovery sessions to understand customer OT/ICS environments (SCADA, PLCs, DCS) and align Fortinet solutions to business and operational requirements
• Design and deliver technical demonstrations, workshops, and proof-of-concepts (POCs) to validate solution value and accelerate deal closure
• Collaborate with Account Managers and Business Development teams to identify, qualify, and develop OT-focused opportunities and pipeline
• Support partners and resellers in architecting and positioning OT security solutions, ensuring alignment with Fortinet best practices and reference architectures
• Develop and deliver technical enablement sessions (in-person and virtual) for internal teams, partners, and customers to increase OT security competency
• Create and maintain technical collateral, competitive positioning material, and demo assets to support field teams and partner ecosystem
• Provide guidance on solution design, sizing, and architecture for complex OT environments, ensuring successful deployment in real-world scenarios
• Act as a technical escalation point for strategic opportunities and critical customer engagements
• Represent Fortinet as a technical evangelist at industry events, conferences, and customer briefings focused on OT and critical infrastructure
• Collaborate with Product Management and Marketing teams to provide field feedback and influence OT product strategy and go-to-market initiatives

We Are Looking For:

• Strong knowledge of cybersecurity threats, network security technologies, and OT/ICS environments

• Hands-on experience with Operational Technology systems, including SCADA, ICS, and industrial protocols

• Solid understanding of networking fundamentals (L1–L7) including Routing, Switching, LAN/WAN, VPN, and network security

• Knowledge of key OT and IT protocols and technologies such as:

  • TCP/IP (ICMP, DNS, HTTP, SNMP, SSH, etc.)
  • Security and networking protocols (IPSec, SSL, IKE, 802.1x, 802.1q)

  • Industrial protocols (Modbus, OPC, DNP3)

• Familiarity with OT security frameworks and standards (IEC 62443, NERC CIP, NIST)

• 5+ years of experience in pre-sales engineering, sales engineering, or technical business development within cybersecurity or networking

• Experience designing and delivering POCs, technical workshops, and customer-facing presentations

• Strong understanding of identity and authentication systems (LDAP, RADIUS, TACACS+, Active Directory, PKI)

• Experience with Windows and/or UNIX/Linux system administration

• Industry experience in critical infrastructure sectors such as energy, utilities, oil & gas, manufacturing, mining, or transportation is highly preferred

• Experience working with channel partners, resellers, and distributors

• Excellent communication skills with the ability to translate complex technical concepts into business value

• Strong presentation skills with experience engaging audiences ranging from technical engineers to executive stakeholders

• Self-motivated, highly organized, and able to manage multiple concurrent projects and priorities

• Ability to work independently while collaborating effectively across distributed teams

• Relevant technical certifications (Fortinet NSE or equivalent vendor certifications) are a plus

Education:

• Bachelor Degree or equivalent experience. 

The Canada on-target earnings (OTE) for this full-time position is expected to be between $203,000 - $248,100 annually.  Wage ranges are based on various factors including the labour market, job type, and job level.  Exact salary offers will be determined by factors such as the candidate’s subject knowledge, skill level, qualifications, and experience.

This job posting represents an existing vacancy.

Fortinet strives to provide you and your family with a comprehensive benefits package. Benefits eligibility starts on your first day of hire and comprises of 100% company paid medical, dental, and vision coverage, including a Health Spending Account and a Personal Spending Account that gives you flexibility to spend where you need it the most. Our Employee & Family Assistance Plan (EFAP) offers you and your family access to various services like counseling, legal advice, mental health resources etc. We also provide critical illness, disability, and life insurance, as well as a Group Registered Retirement Savings Plan (RRSP) with a company match to help you save faster for retirement. We offer competitive Paid Time Off and flexible leave policies, including paid health days, to help you take care of yourself and your family members.

All roles are eligible to participate in the Fortinet equity program.  Bonus eligibility is reviewed at time of hire and annually at the Company’s discretion.

Why Join Us:
We encourage candidates from all backgrounds and identities to apply. We offer a supportive work environment and a competitive Total Rewards package to support you with your overall health and financial well-being.  

Embark on a challenging, enjoyable, and rewarding career journey with Fortinet. Join us in bringing solutions that make a meaningful and lasting impact to our 890,000+ customers around the globe.