AI Sales Specialist

Fortinet; Dallas (TX); On-site; USD 150,000 - 230,000; Full time

Job summary

Fortinet is seeking an AI Sales Specialist to support GTM strategy and drive adoption of AI security solutions. You will work with regional leaders, account managers, and partners to build pipeline, qualify opportunities, and close multi-stakeholder deals in enterprise accounts.

The role requires 7+ years of quota-carrying technical sales, strong executive engagement, and deep knowledge of AI technologies and cloud platforms.

Qualifications

• 7+ years of quota-carrying technical sales experience in AI and related technologies.
• Proven track record of closing 6- and 7-figure ACV deals in complex enterprise accounts.
• Experience engaging with C-level executives including CIOs, CISOs, CTOs, VPs of Engineering.
• Understanding of core AI technologies, including ML, DL, and generative AI.
• Experience in regulated or data-sensitive industries is preferred.
• Exemplary written, verbal, and presentation communication skills.
• Strong understanding of cloud computing platforms (AWS, Azure, GCP).

Responsibilities

• Partner with regional sales leaders to shape and execute the GTM strategy for AI Security solutions across your region.
• Collaborate with account managers and partners to build pipeline and close AI Security deals.
• Lead customer-facing activities: executive presentations, discovery workshops, live demos.
• Design and deliver regional training for account managers on AI features, differentiators, and business outcomes.
• Consult with enterprise clients to evaluate AI landscapes and architect secure solutions.
• Engage in strategic account selling, business development, and ongoing customer success.
• Engage with channel and reseller partners to enable them to close AI Security deals.
• Build strong relationships with CIOs, CISOs, CTOs, and AI decision-makers.

Skills

Communication skills

C-level engagement

Quota-carrying sales

Travel up to 50%

AI/ML knowledge

Education

Bachelor's degree in engineering or related technical field

Tools

AWS/Azure/GCP

AI tools & security

Job description

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

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.