AI Sales Engineer, SLED
At a glance
Mid-level Solutions & Sales Engineering role at Edel. Remote, United States · full-time · $220,000–$260,000 OTE.
growthroles summary, based on the employer's posting.
What you'll do
- Shape regional go-to-market plans with the AI Sales Specialist, growing current accounts and winning new customers
- Guide regional sales engineers on product updates, roadmap knowledge, and delivering live demonstrations
- Lead technical discovery, architecture reviews, integrations, demos, and proofs of concept through the sales cycle
- Help customers deploy AI security products in self-hosted environments, then hand off technical work for deployment
- Prepare reseller and channel partners to pursue opportunities, and maintain demo environments, training, and benchmarks
What you bring
- At least five years in technical sales, including two or more focused on AI or related technologies
- A bachelor's degree in a technical discipline such as computer science, data science, or another related field
- Practical Docker and container experience, plus Kubernetes work with EKS, GKE, or an equivalent platform
- You understand AI security controls and can discuss machine learning, deep learning, and generative AI
Who this fits
This mid-level pre-sales role suits someone who can work with technical evaluators and engage senior customer decision-makers. Expect travel of up to half your time. The role includes customer-facing work and sales-engineer enablement.
From the employer
At Fortinet, we are at the forefront of securing the evolving Artificial Intelligence (AI) landscape with our FortiAIGate AI security platform.
We are seeking a passionate and experienced AI Sales Engineer to support the technical execution for our rapidly growing AI security solutions. This critical pre-sales role will be instrumental in accelerating the adoption of our solutions that help customers secure the creation and usage of AI applications, including homegrown AI and popular agentic AI tools.
Your Responsibilities
Partner with the AI Sales Specialist to shape and execute the GTM strategy for AI Security solutions across the region, focusing on expanding existing customer accounts and driving greenfield acquisition.
Enable and train regional Sales Engineers by ensuring proficiency in the latest product capabilities, product roadmap, and live demonstration delivery.
Provide comprehensive support for technical discovery, architecture deep dives, and proof of concepts (POCs), driving successful outcomes throughout the sales cycle.
Assist customers with the seamless deployment of AI Security solutions within their self-hosted environments.
Maintain and manage demo environments, while overseeing demo certifications, training materials, and performance benchmarking.
Engage channel and reseller partners to equip them with the technical expertise and resources necessary to close AI Security opportunities, ensuring they are positioned to lead with Fortinet for AI security.
Collaborate closely with internal sales engineers and partners to identify, qualify, and close AI Security business.
Lead customer-facing engagements, including technical architecture reviews, integration evaluations, product demonstrations, and technical training.
Facilitate post-sales technical handovers to ensure successful deployments and drive long-term customer success.
Cultivate trusted relationships with key decision-makers, including CTOs, CISOs, and enterprise AI leaders.
Serve as an AI evangelist to educate customers on agentic AI best practices, secure AI deployment, and position Virtue AI as the market leader in AI security solutions.
Qualifications
Your Experience
Bachelors degree in electrical engineering, computer science, data science, information systems, or related technical field of study
5+ years of technical sales experience, including at least 2 years specializing in AI and related technologies.
Demonstrated experience engaging with technical evaluators, including cloud or AI security engineers, data scientists, and AI/ML architects.
Understanding of core AI technologies, including machine learning, deep learning, and generative AI.
Hands- on experience with Docker and containerized workloads, Kubernetes (EKS, GKE, or equivalent).
Deep understanding of core AI security concepts (e.g., access controls, identity management, network integration, endpoint detection and response, red-teaming, guardrails)
Familiarity with popular agentic AI tools, AI infrastructure, and their associated security implications is preferred.
Exemplary written, verbal, and presentation communication skills.
Experience deploying production applications on cloud computing platforms (e.g., AWS, Azure, GCP)
Ability to travel up to 50% to develop customer relationships and advance opportunities
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 $220,000 - $260,000 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
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