Business Development Manager (Artificial Intelligence) - Sydney/Melbourne

Fortinet, Inc.; Sydney; On-site; AUD 170,000 - 260,000; Full time

Job summary

Fortinet is seeking an AI Sales Specialist to accelerate GTM for AI security across Australia. You will partner with regional sales to expand existing accounts and win new ones, lead executive engagements, and shape the training and messaging for AI security offerings.

You will consult with enterprise clients on AI governance, runtime protection, and secure AI deployments, traveling up to 50% to cultivate relationships with CIOs, CISOs and AI leaders.

Qualifications

• 7+ years of quota-carrying technical sales experience.
• At least 3 years specializing in AI and related technologies.
• Proven track record of closing multi-stakeholder, 6- and 7-figure ACV deals.
• Experience engaging with CIOs, CISOs, CTOs and AI leaders.
• Understanding of core AI technologies and security implications.

Responsibilities

• Shape and execute the GTM strategy for AI Security across the region.
• Collaborate with account managers and partners to build pipeline and close deals.
• Lead executive presentations, discovery workshops, and live demos.
• Design regional training for account managers on AI features and business outcomes.
• Architect secure AI solutions and govern AI deployments with customers.
• Drive strategic account selling and partner enablement to close opportunities.
• Build trusted relationships with C-level stakeholders and AI decision-makers.
• Coordinate with sales, marketing and product management for aligned messaging.
• Act as AI evangelist on governance, controls and guardrails.

Skills

Quota carrying sales

AI sales

C-level engagement

Executive communication

Roadmap collaboration

Regional GTM planning

Education

Bachelor's degree in engineering, science, computer science or related technical field

Job description

Location: Australia (Sydney, Melbourne)

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.

As a Sales Specialist, you will:

• 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.

We Are Looking For:

An insightful and influential collaborator to join our team. We encourage you to apply for this position if you have the following qualities:

• Bachelors degree in engineering, science, computer science or related technical field of study preferred
• 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

Why Join Us:

At Fortinet, we embrace diversity and inclusivity. We encourage applications from diverse backgrounds and identities. Explore our welcoming work environment designed for a rewarding career journey with an attractive Total Rewards package to support you with your overall health and financial well-being. Join us in bringing solutions that make a meaningful and lasting impact to our 660,000+ customers around the globe.

We will only notify shortlisted candidates.

Fortinet will not entertain any unsolicited resumes, please refrain from sending them to any Fortinet employees or Fortinet email aliases. Should any Agency submit any resumes to Fortinet, these resumes if considered, will be assumed to have been given by the Agency free of any related fees/charges.

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