AI Sales Specialist

Perception Point; Charlotte (NC); On-site; USD 140,000 - 200,000; Full time

Job summary

Fortinet is seeking an AI Sales Specialist to drive go-to-market efforts for AI security solutions. This quota-carrying role focuses on expanding existing Fortinet customers and winning greenfield opportunities, partnering with regional sales leaders and account managers to close deals.

You will lead executive engagements, conduct discovery workshops, and deliver live product demos while shaping training programs for regional teams. Strong AI, security, and cloud knowledge are essential.

Qualifications

• 7+ years of quota-carrying technical sales experience.
• 3+ years specializing in AI technologies.
• Proven track record closing 6- and 7-figure ACV deals.
• Experience engaging with CIOs, CISOs, CTOs, VPs of Eng.
• Understanding of core AI tech: ML/DL/GenAI.
• Experience in regulated/data-sensitive industries preferred.
• Familiarity with agentic AI tools and AI infrastructure.
• Strong written, verbal, and presentation skills.
• Cloud platform familiarity (AWS/Azure/GCP).
• Willingness to travel up to 50%.

Responsibilities

• Shape and execute GTM strategy for AI security solutions across region.
• Build pipeline with account managers and partners to close AI security deals.
• Lead customer-facing activities: exec presentations, workshops, demos.
• Design regional training for account managers on features and use cases.
• Consult with enterprise clients on AI governance and security controls.
• Engage in strategic account selling and ongoing customer success.
• Collaborate with channel and reseller partners to close deals.
• Cultivate C-level relationships with security and AI decision-makers.
• Align with sales, marketing, and product teams on AI security messaging.
• Educate customers on secure deployment of agentic AI.

Skills

Quota-carrying sales

AI technologies

C-level engagement

Enterprise deals

Cloud platforms

Travel up to 50%

Presentation & demos

Security mindset

Regulated industries

Communication skills

Education

Bachelor’s degree in engineering/science/CS

Tools

AWS/Azure/GCP

Job description

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.

Your Responsibilities

• 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.

Qualifications

Your Experience

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

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.

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.