Sales Engineer, SLED

Fortinet, Inc.; Los Angeles (CA); On-site; USD 200,000 - 240,000; Full time

Benefits offered by this job

Medical, dental, vision

Life and disability insurance

401(k) retirement plan

Equity program

Sales commissions

Paid holidays

Job summary

Fortinet, Inc. is seeking a Systems Engineer, SLED, to support District Sales teams with pre-sales, sales calls, and post-sales in the public sector.

You will own the technical relationship, deliver custom demos, drive PoCs, and lead technical content for RFPs while collaborating with Account Executives; travel up to 70% to engage customers on-site.

Strong background in IC SOT environments and cybersecurity required.

Qualifications

• 5+ years in the cybersecurity industry with a focus on IC SOT environments.
• 5+ years in a customer-facing Pre-Sales Engineering or technical consulting role.
• Experience supporting SLED accounts and understanding public sector procurement cycles.
• Ability and willingness to travel up to 70% to engage with clients on-site.

Responsibilities

• Own the Technical Relationship: bridge customer needs with business outcomes.
• Consultative approach with expert-level recommendations.
• Craft and present high-impact product demos for prospects.
• Be the technical face of the company at industry events and trade shows.
• Collaborate with Account Executives to design winning solutions.
• Drive successful Proof of Concept deployments from setup to troubleshooting.
• Deliver precise, technical content for inbound RFPs, proposals, and scopes.

Skills

SLED expertise

Public sector procurement

Pre-Sales engineering

Cybersecurity

Networking fundamentals

Executive-level communication

Tools

Wireshark

Tshark

Linux CLI

Cloud platforms

Virtualization

Job description

We are looking for a Systems Engineer, SLED with experience in cyber security and IC SOT 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 SOT 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 SOT 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.

Fortinet offers employees a variety of benefits, including medical, dental, vision, life and disability insurance, 401(k), 11paid 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 $200,000 - $240,000 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