AI Sales Specialist, SLED

Fortinet, Inc.; Atlanta (GA); On-site; USD 140,000 - 210,000; Full time

Job summary

Fortinet, Inc. is seeking an AI Sales Specialist to drive GTM strategy and execution for AI security solutions in the Atlanta area. You will partner with regional sales, account managers, and partners to build pipeline, qualify opportunities, and close 6- to 7-figure deals with enterprise customers.

You will lead executive presentations, discovery workshops, and live product demonstrations, while designing regional training to uplift account managers on AI features, governance and ROI outcomes.

Qualifications

• Bachelor's degree in engineering, science, computer science or related technical field preferred.
• 7+ years of quota-carrying technical sales experience with AI focus.
• Proven track record closing 6- and 7-figure ACV deals in complex enterprise accounts.
• Experience engaging with CIOs, CISOs, CTOs and VP levels.
• Understanding of core AI technologies and cloud platforms (AWS/Azure/GCP).
• Willingness to travel up to 50%.
• Experience in regulated or data-sensitive industries is a plus.

Responsibilities

• Partner with regional sales leaders to shape and execute GTM for AI Security solutions.
• Collaborate with account managers and partners to build pipeline and close AI Security deals.
• Lead customer-facing activities: executive presentations, workshops, live demos.
• Design and deliver regional training on product features, differentiators and outcomes.
• Consult with enterprise clients to assess AI landscape and security challenges.
• Engage in strategic account selling and ongoing customer success.
• Work with channel partners to enable them to close AI Security deals.
• Build relationships with C-level stakeholders and AI decision-makers.
• Collaborate with sales, marketing and product management on GTM and messaging.
• Educate customers on agentic AI best practices and secure deployment.

Skills

Quota-carrying sales

AI expertise

Executive engagement

C-level communication

Channel and partner enablement

Training and enablement

Public speaking/demos

Travel up to 50%

Cloud platforms (AWS/Azure/GCP)

Education

Bachelor's degree in engineering/science/computer science or related field

Tools

AI security tools

Agentic AI tools

AI infrastructure knowledge

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