Sales Engineer, SLED

Fortinet; Seattle (WA); On-site; USD 200,000 - 240,000; Full time

Benefits offered by this job

Medical insurance

Dental insurance

Vision insurance

Life and disability insurance

401(k)

11 paid holidays

Vacation time

Sick time

Comprehensive leave program

Job summary

Fortinet is seeking a Systems Engineer, SLED in the Seattle area to support Fortinet's public sector sales teams. You will lead technical pre‑sales, engage in customer‑facing engagements, and translate security requirements into robust ICT/OT solutions.

You will craft demos, support industry events, drive PoC deployments, and contribute to RFP responses while collaborating with Account Executives to win complex bids. Travel up to 70% is expected.

Qualifications

• 5+ years in Cybersecurity with ICT/OT environments.
• SLED (State, Local, Education) sector experience and understanding of public sector procurement cycles.
• 5+ years in a customer‑facing pre‑sales engineering or technical consulting role.

Responsibilities

• Own the technical relationship with customers, bridging technical needs and business outcomes.
• Provide consultative guidance and expert recommendations to clients.
• Craft and present high‑impact demos for every prospect.
• Support industry events and act as the technical face of Fortinet at events.
• Collaborate with Account Executives to design winning solutions for complex client needs.
• Lead PoC deployments from setup through troubleshooting.
• Deliver precise technical content for inbound RFPs, proposals, and project scopes.

Skills

Pre‑Sales engineering

Consultative selling

Technical communication

Public sector know‑how

Customer relationship management

Tools

Wireshark/Tshark

Linux CLI

Cloud & virtualization

Job description

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

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 $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