AI Sales Specialist, SLED

Fortinet; Sunnyvale (CA); On-site; USD 220,000 - 260,000; Full time

Benefits offered by this job

Medical insurance

Dental insurance

Vision insurance

Life insurance

Disability insurance

401(k)

Paid holidays

Vacation time

Sick time

Comprehensive leave program

Job summary

Fortinet is seeking an AI Sales Specialist in Sunnyvale, CA to drive GTM strategy and close AI security deals with enterprise customers. You will partner with regional sales leaders, account managers, and partners to build pipeline and execute strategic initiatives.

The role requires extensive experience in quota-carrying technical sales, deep knowledge of AI technologies, and the ability to engage C-level stakeholders.

Qualifications

• 7+ years of quota-carrying technical sales in enterprise accounts.
• 3+ years specializing in AI and related technologies.
• Proven track record closing multi-stakeholder, 6- and 7-figure ACV deals.
• Experience engaging with C-level executives (CIOs, CISOs, CTOs, VPs of Engineering).
• Understanding of core AI technologies including ML, DL, and generative AI.

Responsibilities

• Shape and execute the GTM strategy for Fortinet's AI Security solutions across your region.
• Collaborate with account managers and partners to build pipeline and close AI Security deals.
• Lead customer-facing activities: exec presentations, discovery workshops, and live product demonstrations.
• Design and deliver regional training programs for account managers on product features and differentiators.
• Consult with enterprise clients to evaluate AI landscapes and security challenges; advise on governance and runtime protection.

Skills

Quota carrying sales

AI technologies knowledge

C-level engagement

Communication skills

Travel readiness

Education

Bachelor's degree in engineering, science, computer science or related technical field

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 offers employees a variety of benefits, including medical, dental, vision, life and disability insurance, 401(k), 11 paid holidays, vacation time, and sick time as well as a comprehensive leave program.

Wage ranges are based on various factors including the labor market, job type, and job level. On target earnings for this position is expected to be $220,000 - $260,000 per year. Exact salary offers will be determined by factors such as the candidate's subject knowledge, skill level, qualifications, experience, and geographic location.

All roles are eligible to participate in the Fortinet equity program, and this position is also eligible for commissions based on the terms of the Sales Compensation Plan