Solution Architect - Higher Education - Germany

Fortinet; München; Vor Ort; EUR 110.000 - 160.000; Vollzeit

Zusammenfassung

Fortinet invites a Solution Architect to join our Higher Education team in Germany. You will lead pre‑sales activities, qualify opportunities, and position Fortinet’s security and networking portfolio to universities.

The role interacts with customers, partners, and sales teams to drive strategic outcomes and trusted advisor relationships. You will shape security strategy and architecture across multiple domains, including data center, networking, cloud, and security operations, while traveling

Qualifikationen

• Minimum of 8 years’ experience in networking and network security.
• Strong customer focus with university customers.
• Excellent German and English language skills.
• Willingness to travel 20–50% of time.

Aufgaben

• Understand Fortinet portfolio and articulate technical and business value.
• Create sales opportunities through technical qualification and upsell/cross-sell.
• Manage solution domain use cases and competitive intelligence.
• Lead technical sales engagements from queries to PoCs and deployments.
• Provide architecture guidance and best-practice for strategic opportunities.

Kenntnisse

Networking

Security Architect

Client engagement

German & English

Communication

Travel readiness

Ausbildung

Bachelor’s degree or equivalent experience

Graduate degree preferred

Jobbeschreibung

Location: Germany

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.

Solution Architect – Higher Education

Fortinet Germany is outperforming the Security Market since several years, contributing consistent and highly profitable revenue streams to Fortinet’s global success. One of the key differentiators in the market is the PreSales organization. The coverage and security technology competence level are outstanding and clearly above average vendor presence with the security industry.

The Role

In this key role a Solution Architect will work closely with Customers, Partners, Sales, and PreSales Teams, especially in the field of Higher Education (Universities). The Solution Architect’s main mission is to lead Fortinet’s solution sales approach by positioning and qualifying solution capabilities, driving the conversation about competitive differentiation and realized value, establishing access to various buying centers, and gaining trust with senior and executive stakeholders. This includes all technical matters regarding pre‑sales, sales activities, and selected post‑sales activities. Beyond technical aspects this role also includes security strategy, concepts, processes, and operational matters related to one or more assigned solution domains.

Your Responsibilities

• 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 assist 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 third‑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.

Required Skills & Experience

• Minimum of 8 years’ experience in networking (Campus & DC LAN, WIFI, WAN, SDN, routing, switching), and network security (Next‑Gen Firewalls, Intrusion Detection, encryption protocols).
• Minimum of 5 years’ experience as IT Security Consultant or Architect with proven success.
• Strong customer focus and in depth understanding of the requirements and challenges university customers are facing – resulting in the ability to address complex technical and business requirements with a self‑motivated, positive attitude and entrepreneurial mindset.
• Goal‑driven and able to adapt to shifting priorities, demands and timelines.
• Proven ability to work independently and lead a team in a collaborative environment.
• Ability to interface with senior levels of internal and external organizations is required.
• Expert level verbal & written communication, presentation, prioritization, and interpersonal skills.
• Minimum foundational knowledge of:
  • Datacenter architectures (e.g., ACI, NSX‑T)
  • Security Architectures (e.g., Zero Trust, SASE)
  • Modern Software Architectures (e.g., DevOps, IaC)
  • Cloud Architectures with at least one public cloud specialization
  • Security Operations (e.g., Orchestration, Automation, SIEM Tools)
  • IT Security standards (e.g., BSI 200‑x, ISO2700x, COBIT, NIST) and/or relevant regulations (EU‑DSGVO, BDSG, NIS‑2/KRITIS, CRA, AI Act).
• Excellent German and English language skills.
• Willingness to travel 20‑50% of time.

Desired Education

• Bachelor’s degree or equivalent experience. Graduate degree preferred.
• Significant industry certifications (SANS, CISSP, CCIE, etc.) preferred.

Why Join Us

At Fortinet, we embrace diversity and inclusion. We encourage candidates from all backgrounds and identities to apply. Our Total Rewards package is competitive, supporting your overall health and financial well‑being, and we offer flexible work arrangements in a supportive work environment. 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 660,000+ customers around the globe.

About Us

Fortinet 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.