Business Development Engineer OT

Fortinet, Inc.; Montreal (administrative region); On-site; CAD 90,000 - 130,000; Full time

Benefits offered by this job

Healthcare benefits and EFAP

RRSP with company match

Paid time off and flexible leave

Employee equity program

Job summary

Fortinet, Inc. in Montreal is seeking an OT Business Development Engineer to lead technical engagements and act as the SME for OT security.

You will drive discovery sessions, deliver demos, and help identify OT-focused opportunities while collaborating with sales, partners, and product teams. The role requires deep OT/ICS expertise, strong presentation skills, and bilingual English/French; experience with POCs and security architectures is essential.

Qualifications

• Strong knowledge of cybersecurity threats, network security technologies and OT/ICS environments.
• Hands-on experience with OT systems including SCADA, PLCs, and industrial protocols.
• Proficient in networking fundamentals (L1-L7) and protocols (TCP/IP, IPSec, SSL, etc.).
• Familiarity with OT security frameworks (IEC 62443, NERC CIP, NIST).
• 5+ years in pre-sales, sales engineering or technical business development in cybersecurity or networking.
• Experience delivering POCs, workshops, and customer-facing presentations.
• Identity and authentication systems knowledge (LDAP, RADIUS, TACACS+, Active Directory, PKI).
• Windows and/or UNIX/Linux system administration experience.
• Industry experience in energy, utilities, oil & gas, manufacturing, mining or transportation.
• Experience with channel partners, resellers and distributors.
• Strong ability to translate technical concepts into business value.
• Excellent presentation skills for audiences from engineers to executives.
• Self-motivated, organized, and able to manage multiple projects.
• Ability to work independently and across distributed teams.
• Fortinet NSE or equivalent certifications are a plus.
• Bilingual (English/French) required.

Responsibilities

• Lead technical engagements with customers, partners, and resellers to position Fortinet's OT and Critical Infrastructure Security solutions.
• Act as the technical 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 and align Fortinet solutions to requirements.
• Design and deliver technical demonstrations, workshops, and POCs to validate value and accelerate deals.
• Collaborate with Account Managers and Business Development to identify and develop OT-focused opportunities and pipeline.
• Support partners and resellers in architecting and positioning OT security solutions with Fortinet best practices.
• Develop and deliver technical enablement sessions for internal teams, partners and customers to increase OT competency.
• Create and maintain technical collateral and demo assets to support field teams and partner ecosystem.
• Provide guidance on solution design, sizing, and architecture for complex OT environments.
• Act as a technical escalation point for strategic opportunities and critical engagements.
• Represent Fortinet as a technical evangelist at industry events and customer briefings focused on OT.
• Collaborate with Product Management & Marketing to provide field feedback and influence OT product strategy.

Skills

OT security

Pre-sales engineering

POCs & workshops

Channel partners

Communication skills

Bilingual English/French

Critical infrastructure experience

Fortinet NSE or equivalents

Networking fundamentals

Windows/Linux admin

Education

Bachelor's degree or equivalent experience

Job description

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, PLCs, 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

• Bilingual (English/French) is required

Education:

• Bachelor Degree or equivalent 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.