Fortinet

Sales Engineer

• Partner with sales to qualify opportunities, define solution strategy, and align technical capabilities with customer business outcomes.
• Lead discovery sessions, workshops, and security assessments that uncover operational and architectural requirements in complex enterprise environments.
• Design and present secure architectures that incorporate networking, cloud, and SecOps components.
• Deliver impactful presentations and demos to both technical stakeholders and executive decision-makers (CISOs, CIOs, CTOs, and business leaders).
• Serve as the primary technical expert in sales cycles, guiding enterprise accounts through evaluation and decision processes.
• Advise on cybersecurity strategies such as Zero Trust, SASE, cloud security, and SecOps modernization.
• Build and maintain long-term trusted relationships with C-level executives and senior leadership, positioning yourself as a strategic advisor.
• Translate technical concepts into business value discussions tailored for executive-level conversations.
• Support smooth deployment transitions by working closely with professional services, support, and customer success teams.
• Provide roadmap guidance, operational reviews, and strategic check-ins to reinforce customer value realization.
• Continue as a trusted advisor to enterprise leadership, ensuring ongoing alignment of their evolving needs with solution capabilities.

Sales Engineer – Enterprise Named

Account Manager

• manage and drive direct sales engagements into a set of Named Accounts
• create and implement territory plans focused on attaining deployments of Fortinet products and services
• develop executive relationships with key buyers and influencers
• generate a sales pipeline, qualify opportunities, and accurately forecast pipeline
• coordinate with appropriate internal groups to generate and deliver winning Contract Bids, Proposals and Statements of Work
• negotiate terms of business with clients to achieve win/win results
• understanding customer business goals and effectively translating the capabilities of Fortinet to help them achieve those goals.

Account Manager, Enterprise

Systems Engineer

• Lead all technical aspects of a sales cycle with the customer, from the initial RFIs, through to RFPs & RFQs when required. This includes the project management and active participation in POCs in partnership with the relevant teams both internally and within the customer and/or commercial partner.
• Have the ability to listen and to understand the technical requirements of the customer, reading between the lines to build a solution, which outperforms the competitor offering.
• Be the primary technical point of contact for the customer(s) and partners in close collaboration with your sales partner.
• Continuously strive to improve knowledge around the Fortinet products and solutions, along with maintaining a deep understanding of the competitive landscape and Fortinet’s ability to provide long lasting protection against the ever-evolving threats.
• Have a strong ability to position Fortinet solutions to the customer, whether this be remotely or in person. This requires strong communication skills and the ability to confidently present through whiteboarding, technical white papers, technical plans or customer discussions.
• Manage your time effectively when working on multiple deals simultaneously, ensuring a positive customer experience is maintained.
• Maintain accurate activity, contact, and account technical information of all customers and prospects in our CRM (Salesforce).

• Pre-sales - assist in qualifying sales leads from a technical standpoint.
• Effectively carry out presales function in solution offerings (proposal, demo, presentation, etc.).
• Lead all technical aspects of a sales cycle with the customer, from the initial RFIs, through to RFPs & RFQs when required.
• Actively participate in preparing tender documents and proposals, RFPs, RFIs and POC demo.
• Sales calls - be the main technical resource on sales calls and answer/ educate the customer on issues ranging from features, specifications and functionality to integration.
• Conversant with networking applications and solutions.
• Understudy customer requirements, environment and challenges and able to propose/provide security solution design and implementation solutions to clients.
• Post-sales - be the lead technical contact for identified accounts for technical issues and will work closely with the technical support team and engineering to answer, elevate and resolve customer's technical issues.

Pre-sales Engineer

• In technical pre-sales engagements, support the sales teams through customer meetings, demos, RfX responses and proof of concept activities.
• Leverage your cybersecurity background to identify your clients’ needs and implement the most suitable Fortinet solutions.
• Help partners and customers to create the best security and network architectures that are tailored to our customers requirements.
• Gradually take on responsibility for technical areas or solutions.
• On complex opportunities, work together with senior Systems Engineers, Consulting System Engineers (CSEs), Solution Architects, and partners.
• Be the lead on customer workshops, technical presentations, and enablement activities
• Maintain and continuously expand your knowledge of Fortinet technologies, integrations, and industry trends

Cybersecurity Presales Engineer – Financial Services

Solutions Engineer

• Work closely with Customers, Partners, Sales, and PreSales Teams, especially in the field of Higher Education.
• Lead Fortinet’s solution sales approach by positioning and qualifying solution capabilities.
• Drive the conversation about competitive differentiation and realized value.
• Establish access to various buying centers, and gain trust with senior and executive stakeholders.
• Manage solution domain use cases, competitive intelligence, and differentiation.
• Provide architecture and implementation design consultation and best practice guidance.

Solution Architect – Higher Education

• Understanding of the Fortinet portfolio with the ability to demonstrate and articulate technical and business value. Position all of Fortinet's portfolio, especially around the assigned solution domain(s) on a strategic level.
• Create sales opportunities by identifying solutions to customer problems and assisting in qualifying sales leads from a technical perspective. Discover opportunities to upsell and cross-sell Fortinet solutions. Initiate and influence project decisions.
• Manage solution domain use cases, competitive intelligence, and differentiation. Maintain product integration and customization skills including relevant 3rd party integrations.
• Lead all solution aspects of the technical sales engagement from general queries to demos, RfX, and PoC’s around solution features, specifications, and functionality to integration. Provide architecture and implementation design consultation and best practice guidance for strategic opportunities.
• Strong foundational knowledge in security and networking technology and specifically in our “core technology”, FortiOS-based products.
• Act as trusted advisor for selected accounts. Work closely with the regional escalation manager, technical support team and engineering to ensure customer's technical issues are answered and resolved.
• Collaborate with peers, Consulting System Engineers (CSE’s), Systems Engineers (Subject Matter Experts), Business Consultants, Professional Services and/or Partners on complex opportunities. Capture and manage customer requirements through the Consulting System Engineering Team to Product Management.
• Support PreSales, Sales & Channel enablement activities and events.

Solution Architect – SASE/SDWAN, Territory Sales

• Understanding of the Fortinet portfolio with the ability to demonstrate and articulate technical and business value.
• Strong foundational knowledge in security and networking technology and specifically in our “core technology”, FortiOS-based products.
• Subject Matter Expert for Carrier/MSSPs and first contact in an assigned technical domain within or across assigned Carrier/MSSPs. Manage domain use cases, competitive intelligence, and differentiation. Excellent product integration & customization skills including relevant 3rd party integrations.
• Create sales opportunities by identifying solutions to customer problems and assist in qualifying sales leads from a technical perspective. Discover opportunities to upsell and cross-sell Fortinet solutions. Initiate and influence project decisions.
• Manage and lead all aspects of the technical sales engagement from general queries to demos, responses to RfX, driving PoC’s and enablement around features, specifications, and functionality to integration. Provide high-level architecture and implementation design consultation and best practice guidance for strategic opportunities.
• Act as trusted advisor for assigned MSSP/Carrier accounts and maintain the technical relationship with the customer. Discover opportunities to upsell and cross-sell Fortinet solutions. Work closely with the regional escalation manager, technical support team and engineering to ensure customer's technical issues are answered and resolved.
• Collaborate with peers, Consulting System Engineers (CSE’s), Solution Architects, Business Consultants, Professional Services and/or Partners on complex opportunities. Capture and manage customer requirements through the Consulting System Engineering Team to Product Management.
• Support PreSales, Sales & Channel enablement activities and events.

Systems Engineer – Carrier, MSSP

• Work closely with prospective and existing customers to understand their business and technical requirements and demonstrate how Fortinet’s Security Fabric addresses their security challenges.
• Design and deliver persuasive technical presentations, product demonstrations, and Proof of Concepts (PoCs) that clearly articulate Fortinet’s value and differentiation.
• Collaborate closely with sales teams, partners, and fellow systems engineers, as well as with solution architects, consulting systems engineers, and other internal stakeholders.
• Deliver engaging, informative, and customer-focused demonstrations that showcase Fortinet’s market-leading technology and innovation.
• Conduct technical enablement sessions—online and on-site—for Fortinet partners, helping them deepen their technical expertise and successfully position Fortinet solutions.
• Support the planning, setup, and execution of PoCs using Fortinet solutions, ensuring technical success and strengthening customer confidence in Fortinet as the best security platform on the market.
• Ensure that sales teams are equipped with the latest technical knowledge, best practices, and competitive insights to succeed in customer engagements.

Presales Systems Engineer

• manage and drive direct sales into Major Enterprise Accounts.
• Create and implement strategic account plans focused on attaining enterprise-wide deployments of Fortinet products and services.
• Develop executive relationships with key buyers and influencers in Major Enterprise Accounts and leverage these during the sales process.
• Coordinate with appropriate internal groups to generate and deliver winning Contract Bids, Proposals, RFI/RFP Responses, and Statements of Work.
• Negotiate terms of business with clients to achieve win/win results that provide the basis for solid ongoing relationships.
• Generating Major Enterprise Accounts business opportunities and managing the sales process through to closure of the sale.
• Achievement of agreed quarterly sales goals.
• Generate a sales pipeline, qualifying opportunities, and accurately forecast pipeline

Major Account Manager – Enterprise

• Assist in qualifying sales leads from a technical standpoint
• Serve as the primary technical resource during sales calls
• Demonstrate proficiency in networking applications and solutions
• Act as the main technical contact for assigned accounts
• Provide post-sales training and ongoing assistance to customers
• Travel throughout the territory to support the needs of the business

Enterprise Sales Engineer

Consultant

• Assists the Customer during the Think and Build phases of a project
• Develops and maintains technical project documentation: high/low level design documentation, method of procedure, test plans, configuration templates and scripts.
• Provisions, customizes and verifies Fortinet configurations based on recommended and approved design.
• Tests Fortinet solutions and verifies system behavior
• Participates to interoperability/integration testing of devices that interact with Fortinet products
• Recommends and Implements Fortinet best practices
• Resolves and/or escalates technical issues in a timely fashion
• Delivers general knowledge transfer to client staff.
• Develops and maintains core competency on Fortinet’s product line and technologies.

Professional Services Consultant

• Manage key Fortinet partners and end users in the region.
• Build revenue and non-revenue business plans with these partners.
• Motivate, educate and train partners in Fortinet products and technologies.
• Build marketing plans to drive incremental sales pipeline and revenues with development funds.
• Act as a channel strategist to regional sales managers within region.
• Collaborate with Fortinet marketing and engineering teams to drive revenue growth within region.
• Provide geographic channel coverage for the region.
• Carry quarterly and annual revenue targets.

Channel Account Manager – Carrier/SP

• Play an integral role in new business pitches
• Foster long-term relationships
• Act as a catalyst in negotiating business terms to achieve enterprise-wide deployments of Fortinet solutions
• Deliver meaningful results for all parties involved
• Effectively on-board new clients
• Proactively focus on growing and developing existing accounts
• Generate a robust sales pipeline
• Qualify opportunities and provide accurate forecasts
• Collaborate with internal teams to deliver contract bids, proposals, RFI/RFP responses, and Statements of Work

Named Account Manager – Health, Higher Education

• Learn and demonstrate a fundamental understanding of Fortinet’s technology in order to articulate our value proposition to decision-makers.
• Develop strong relationships with customer contacts up to Executive C-level to gain insight into their business imperatives and IT drivers, enabling development of a strategy to sell Fortinet solutions.
• Sell Fortinet products and services through a consultative selling approach and maintain good relationships with key individuals within the accounts.
• Research customers, identify decision makers, educate prospects and qualify buying interest and sense of urgency.
• Create and implement strategic account plans through a consultative selling approach focused on attaining enterprise-wide deployments of Fortinet products and services.
• Develop strategies and orchestrate company resources to maximize sales volume within assigned accounts.
• Effectively engage and build cooperative relationships with System Engineers, Channel Managers, and specialist sales team and executives as required.
• Drive quarterly business reviews with customer to ensure value from Fortinet investment.
• Ensures the customer is kept up to date with Fortinet product roadmaps enabling the customer to plan and mitigate risks to their business.