Sales Engineer, SLED
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Job Description
Sales Engineer supporting Fortinet’s SLED cybersecurity business with ICS/OT expertise. Designing demos, leading PoCs, and partnering with sales teams on public-sector solutions.
Responsibilities:
- Support Fortinet’s SLED business unit and District Sales teams
- Support the sales organization in technical matters regarding pre-sales, sales calls, and post-sales
- Own technical relationships by understanding customer environments and connecting technical needs to business outcomes
- Provide expert recommendations and best-practice guidance
- Craft and present customized product demonstrations
- Represent the company technically at industry events and trade shows
- Collaborate with Account Executives to design solutions for complex client needs
- Drive Proof of Concept deployments from initial setup through final troubleshooting
- Deliver technical content for inbound queries, proposals, and project scopes
Requirements:
- Experience in cybersecurity and ICS/OT technologies
- Proven track record supporting State, Local, and Education (SLED) accounts
- Deep understanding of public sector procurement cycles, regulatory compliance, and government-specific RFP processes
- Minimum of 5 years of professional experience within the Cybersecurity industry with heavy emphasis in ICS/OT environments
- At least 5 years in a customer-facing Pre-Sales Engineering or technical consulting capacity
- Practical familiarity with ICS/OT environments, including industrial protocols, Distributed Control Systems (DCS), and SCADA architectures
- Strong command of networking and systems architecture, including the OSI and Purdue models, TCP/IP, and Linux CLI environments
- Hands-on experience with packet analysis (Wireshark/Tshark) and managing log/telemetry data in support of customer security operations
- Proficiency in deploying and managing solutions within cloud and virtualized infrastructures
- Exceptional presentation skills with the ability to translate complex technical concepts into business value for executive-level stakeholders
- Strong negotiation and relationship-building skills
- Ability and willingness to travel regularly, up to 70%, to engage with clients and partners on-site
Benefits:
- Medical insurance
- Dental insurance
- Vision insurance
- Life insurance
- 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
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