AI Sales Specialist, SLED

Fortinet

. Partner with regional sales leaders to shape and execute the go-to-market strategy for AI Security solutions .

Posted 10/20/2026full-timeUnited StatesSeniorLeadWebsite

Core Competencies

Role fit

Core Competencies

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Demonstrates expertise in AI Security solutions, strategic account selling, and customer success, with a strong focus on engaging C-level executives and delivering impactful presentations. Proven ability to drive go-to-market strategies and expand customer relationships in complex enterprise environments.

Highest-signal resume keywords

AI Security SolutionsQuota-Carrying Technical Sales ExperienceC-Level Executive EngagementCloud Computing PlatformsMachine Learning and Deep Learning

ATS Keywords

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Applicant Tracking System Keywords

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Hard Skills

AI Governance and ControlsAutomated Red-TeamingRuntime ProtectionBusiness DevelopmentPipeline BuildingQuota ExceedingMulti-Stakeholder Deal ClosingAI InfrastructureAgentic AI Best PracticesSecurity Challenges Consultation

Soft Skills

Written Communication SkillsVerbal Communication SkillsPresentation SkillsRelationship Cultivation

Tools & Technologies

AWSAzureGCPAgentic AI Tools

Industry Keywords

Data-Sensitive IndustriesEnterprise AccountsGo-To-Market StrategyCustomer SuccessSecurity Leaders

Tech Stack

Tools & technologies

AWSAzureCloudGoogle Cloud Platform

About the role

Key responsibilities & impact

Partner with regional sales leaders to shape and execute the go-to-market strategy for AI Security solutions
Expand existing Fortinet customers and drive greenfield acquisition
Collaborate with account managers and partners to build pipeline and identify, qualify, and close AI Security business
Lead executive presentations, discovery workshops, and live product demonstrations
Design and deliver regional training programs for account managers
Consult with enterprise clients on AI landscapes, security challenges, and effective solutions
Advise on AI governance and controls, runtime protection, guardrails, automated red-teaming, and shadow AI
Engage in strategic account selling, business development, and customer success focused on business outcomes and ROI
Equip channel and reseller partners to close AI Security deals
Cultivate relationships with C-level executives, security leaders, and AI decision-makers
Partner with sales, marketing, and product management on go-to-market execution and messaging
Educate customers on agentic AI best practices and secure AI deployment

Requirements

What you’ll need

Bachelor's degree in engineering, science, computer science or related technical field preferred
7+ years of quota-carrying technical sales experience
At least 3 years specializing in AI and related technologies
Proven track record of consistently meeting or exceeding quota
Experience successfully closing multi-stakeholder, 6- and 7-figure ACV deals in complex enterprise accounts
Experience engaging with C-level executives, including CIOs, CISOs, CTOs, VPs of Engineering, and Heads of AI
Understanding of machine learning, deep learning, and generative AI
Strong understanding of cloud computing platforms such as AWS, Azure, and GCP
Exemplary written, verbal, and presentation communication skills
Ability to travel up to 50%
Experience in regulated or data-sensitive industries preferred
Familiarity with popular agentic AI tools, AI infrastructure, and associated security implications preferred

Benefits

Comp & perks

Medical insurance
Dental insurance
Vision insurance
Life and disability insurance
401(k)
11 paid holidays
Vacation time
Sick time
Comprehensive leave program
Equity program
Commissions based on the terms of the Sales Compensation Plan