Job Skills & qualifications
Sales Acumen & Track Record
Proven background in pre-sales engineering, technical business development, or solution consulting with direct quota-carrying or deal-acceleration alignment.
Demonstrated history of orchestrating complex enterprise sales cycles, managing stakeholders from SecOps analysts to the C-suite (CISO/CIO).
High proficiency in consultative selling frameworks (e.g., MEDDPICC, Challenger, Command of the Message).
Domain & Technical Expertise
Outstanding practical understanding of the endpoint and data protection competitive landscape.
Comprehensive understanding of threat economics, ransomware mechanics, incident lifecycle stages (MITRE ATT&CK), and regulatory compliance drivers (ISO 27001, PCI-DSS, local data privacy regulations).
Hands-on familiarity with endpoint architectures: agent deployment mechanisms, API-driven integrations with SIEM/SOAR/ITSM platforms, ZTNA, and DLP inspection models (data in motion, data at rest, data in use).
Certifications (Preferred)
Security Strategy & Architecture: CISSP, CISM, CCSK.
Vendor & Technical Credentials: Fortinet NSE / FCSS (Security Operations or Enterprise Firewall), or recognized competitive certifications.
Responsabilities
Partner with regional Sales Directors, Account Managers, and Channel Managers to define and execute go-to-market (GTM) strategies targeting Endpoint and Data Protection Solutions.
Proactively generate qualified pipeline through technical prospecting, executive briefings, specialized threat briefings, and targeted customer displacement campaigns.
Deliver persuasive, value-based business proposals, including TCO analysis and ROI justification for consolidating endpoint and data security under the Fortinet Security Fabric.
Pre-Sales Engineering & Deal Acceleration
Serve as the principal deal-closer on high-stakes sales calls, translating intricate endpoint telemetry, data flow compliance, and ransomware behavior into quantifiable business value.
Scope and lead high-impact demos and technical bake-offs, ensuring clear success criteria aligned with customer buying criteria to shorten decision cycles.
Defensible technical positioning and competitive differentiation against legacy and pure-play endpoint/DLP vendors.
Ecosystem & Channel Enablement
Train and empower tier-1 channel partners, MSSPs, and system integrators to identify, position, and independently qualify endpoint and data protection opportunities.
Speak at industry panels, customer roundtables, and technical webinars as an SME to establish Fortinet’s leadership in endpoint resilience and data governance
Job duties and responsibilities
Skills & Qualifications
Job details are sourced from the employer's original posting.
Open job postingAbout the company
Fortinet is a global leader in broad, integrated and automated cybersecurity solutions.