Sales Engineer, Named Enterprise

Fortinet, Inc.; Indianapolis (IN); On-site; USD 120,000 - 165,000; Full time

Job summary

Fortinet, Inc. in Indianapolis seeks a Systems Engineer, SLED with cybersecurity IC/OT expertise to support the District Sales teams across pre-sales, sales calls, and post-sales engagements.

The role centers on translating complex technical needs into actionable business outcomes and elevating customer success. Responsibilities include owning technical relationships, delivering high-impact demos, supporting industry events, collaborating with Account Executives on solutions, leading PoCs, and

Qualifications

• 5+ years in cybersecurity with emphasis on IC/OT environments.
• Experience in pre-sales engineering or technical consulting.
• Proven ability to respond to RFPs and proposals.

Responsibilities

• Own the technical relationship and bridge technical needs to business outcomes.
• Provide consultative guidance and best-practice recommendations.
• Craft and present high-impact product demos for prospects.
• Support industry events and trade shows as the technical face of Fortinet.
• Collaborate with Account Executives to design winning solutions.
• Lead PoC deployments from setup to troubleshooting.
• Deliver precise, technical content for inbound queries, proposals, and project scopes.

Skills

Technical relationship

Pre-Sales Engineering

Demonstrations

RFP response

Communication skills

Tools

Wireshark

Tshark

Linux CLI

Cloud/Virtualization

Job description

We are looking for a Systems Engineer, SLED with experience in cyber security and IC/OT technologies to work closely with our District Sales teams supporting Fortinet’s SLED business unit. The Systems Engineer's main mission will be to support the sales organization in all technical matters regarding pre-sales, sales calls, and post-sales.

Responsibilities:

• Own the Technical Relationship: Dive deep into customer environments to bridge the gap between technical needs and business outcomes.
• Consultative Approach: Empower clients with expert-level recommendations and best-practice guidance.
• Custom Demos: Craft and present high-impact product demos that tell a compelling story for every prospect.
• Event Support: Be the technical face of the company at key industry events and trade shows.
• Sales Partnership: Collaborate with Account Executives to design winning solutions for complex client needs.
• PoC Mastery: Drive successful Proof of Concept deployments, managing everything from initial setup to final troubleshooting.
• RFP Leadership: Deliver precise, technical content for inbound queries, proposals, and project scopes.

Industry & Sector Expertise

• SLED Market Mastery: Proven track record supporting State, Local, and Education (SLED) accounts, with a deep understanding of public sector procurement cycles, regulatory compliance, and government-specific RFP processes.
• Sector Tenure: Minimum of 5 years of professional experience within the Cybersecurity industry with heavy emphasis in IC/OT environments.
• Functional Experience: At least 5 years in a customer-facing Pre-Sales Engineering or technical consulting capacity.

Technical & Architectural Proficiency

• Industrial Cybersecurity: Practical familiarity with IC/OT environments, including industrial protocols, Distributed Control Systems (DCS), and SCADA architectures.
• Network & Security Fundamentals: Strong command of networking and systems architecture, including the OSI and Purdue models, TCP/IP, and Linux CLI environments.
• Threat Analysis & Monitoring: Hands-on experience with packet analysis (Wireshark/Tshark) and managing log/telemetry data in support of customer security operations.
• Cloud & Virtualization: Proficiency in deploying and managing solutions within cloud and virtualized infrastructures.

Professional Skills & Mobility

• Communication & Presence: Exceptional presentation skills with the ability to translate complex technical concepts into business value for executive-level stakeholders.
• Commercial Acumen: Strong negotiation and relationship-building skills to drive technical win strategies alongside sales partners.
• Mobility: Ability and willingness to travel regularly (up to 70%) to engage with clients and partners on-site.