AI Sales Specialist
At a glance
Mid-level Account Executive role at Edel. Sunnyvale · full-time · $220,000–$260,000 OTE.
growthroles summary, based on the employer's posting.
What you'll do
- Build regional plans for AI security sales, growing business with current customers and opening new accounts
- Work with account managers and partners to create pipeline, qualify opportunities and close deals
- Run executive presentations, discovery sessions and product demos with prospective and existing customers
- Assess enterprise AI environments, identify security gaps and shape solutions around customer needs
- Train account managers and channel partners on product capabilities, use cases and how to sell AI security
What you bring
- At least seven years in quota-based technical sales, including three or more focused on AI or related technology
- A record of meeting or beating quota and closing complex enterprise deals with multiple stakeholders
- Working knowledge of machine learning, deep learning, generative AI and cloud platforms such as AWS or Azure
- A bachelor's degree in engineering, science, computer science or a related technical discipline is preferred
Who this fits
This is a mid-level, quota-carrying sales role suited to someone who can sell technical solutions to enterprise buyers and engage senior executives. You’ll travel up to half the time, and the role is based in Sunnyvale with a hybrid arrangement. Stated on-target earnings are $220,000 to $260,000 per year, with commission eligibility.
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 Specialist to support the go-to-market (GTM) strategy and execution for our rapidly growing AI security solutions. This critical quota carrying 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 regional sales leaders to shape and execute the GTM strategy for AI Security solutions across your region, focusing on both expanding existing Fortinet customers and driving greenfield acquisition.
Collaborate closely with Fortinet account managers and partners to build pipeline, and to identify, qualify, and close AI Security business.
Lead customer-facing activities, including executive presentations, discovery workshops, and live product demonstrations.
Design and deliver regional training programs for Fortinet account managers, educating them on new product features, capabilities, competitive differentiators, use cases and business outcomes, to ensure they can confidently pitch and represent Fortinet’s AI security strategy.
Consult with enterprise clients to evaluate their current AI landscape, identify security challenges, and architect effective solutions. Act as a trusted thought leader on AI governance and controls, runtime protection, guardrails, automated red-teaming, and shadow AI.
Personally engage in strategic account selling, business development, and ongoing customer success, with a focus on business outcomes and ROI
Engage deeply with Fortinet’s channel and reseller partners to equip them with the knowledge and resources needed to successfully close AI Security deals, ensuring they are positioned and motivated to lead with Fortinet for AI security.
Cultivate strong, trusted relationships with key customer stakeholders, including C-level executives, security leaders, and AI decision-makers.
Partner closely with sales, marketing, and product management to ensure alignment and effective GTM execution and AI Security messaging.
Serve as an AI evangelist to educate customers on agentic AI best practices, secure AI deployment, and position Fortinet as the definitive leader in AI security projects.
Qualifications
Your Experience
Bachelors degree in engineering, science, computer science or related technical field of study prefered
7+ years of quota-carrying technical sales experience, including at least 3 years specializing in AI and related technologies.
Proven track recorder of consistently meeting or exceeding quota and successfully closing multi-stakeholder, 6- and 7-figure ACV deals in complex enterprise accounts
Demonstrated experience engaging with C-level executives, including CIOs, CISOs, CTOs, VPs of Engineering, and Heads of AI.
Understanding of core AI technologies, including machine learning, deep learning, and generative AI.
Experience working within regulated or data-sensitive industries (such as financial services, healthcare, and semiconductors) is preferred.
Familiarity with popular agentic AI tools, AI infrastructure, and their associated security implications is preferred.
Exemplary written, verbal, and presentation communication skills.
Strong understanding of 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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