Support pre-sales and sales teams to design, demonstrate, and implement OT cybersecurity solutions. Lead technical evaluations/POCs, deliver presentations and workshops, develop solution architectures, and provide SME guidance on OT/ICS protocols, standards, and Fortinet products. Produce documentation and enablement materials while collaborating with product and consulting teams.
As an OT Specialist Systems Engineer at Fortinet, you will play a critical role in supporting our sales engineering and sales teams, delivering tailored cybersecurity solutions that address the unique challenges of Operational Technology (OT) environments. Your technical expertise will be essential in designing, demonstrating, and implementing solutions that align with the specific business needs of our clients.
This position places you at the forefront of pre-sales engagements, collaborating closely with sales engineers to deeply understand client objectives, showcase Fortinet's OT product offerings, and drive customer success. Your ability to conduct hands-on evaluations, address technical complexities, and articulate the value of Fortinet's cybersecurity solutions will be central to our mission of securing industrial and critical infrastructure.
Key Responsibilities
- Customer-Centric Collaboration:
- Partner with account managers and sales engineers to fully understand customer security objectives and challenges.
- Design customized OT cybersecurity solutions leveraging Fortinet's product suite, ensuring alignment with business goals.
- Technical Leadership:
- Develop robust solution architectures and compelling technical proposals that highlight the value and differentiation of Fortinet's OT offerings.
- Act as a subject matter expert (SME) for Fortinet's OT products, technologies, and industry best practices.
- Engaging Presentations & Demonstrations:
- Deliver engaging presentations to diverse audiences, including technical stakeholders, executives, and non-technical decision-makers.
- Conduct hands-on product demonstrations and technical workshops that effectively communicate the benefits of Fortinet's solutions.
- Evaluation & Support:
- Lead technical evaluations, including proofs of concept (POCs), to demonstrate the effectiveness of Fortinet's solutions in customer environments.
- Provide expert guidance throughout the evaluation process, addressing technical inquiries and ensuring customer confidence.
- Industry Expertise & Continuous Improvement:
- Stay current on cybersecurity trends, OT-specific threats, and emerging technologies to inform customer engagements and internal strategies.
- Collaborate with Consulting Systems Engineering and Product Management teams to provide feedback and drive product enhancements.
- Documentation & Enablement:
- Develop and maintain technical documentation, reports, and enablement materials to support sales efforts and customer success.
Qualifications
- Education & Experience:
- Bachelor’s degree (or equivalent experience).
- 8-10 years of experience in sales engineering, system integration, or consulting within OT/ICS environments.
- Technical Expertise:
- Strong understanding of OT protocols (e.g., Modbus, DNP3, OPC-UA) and ICS/SCADA systems.
- Experience in applying OT/ICS Security standards and guidelines including NIST 800-82R2, ISA/IEC 62443, NIST CSF as well as ISA 95 manufacturing guidelines (Purdue Reference Model) and Industry 4.0 Digitalization, IT/OT convergence initiatives.
- Hands-on experience with firewalls, intrusion detection systems, and OT network segmentation.
- Soft Skills & Competencies:
- Exceptional communication and presentation skills, with the ability to translate complex technical concepts for non-technical audiences.
- Strong problem-solving and critical-thinking skills to address unique OT challenges effectively.
- Preferred Qualifications:
- Industry certifications such as CISSP, CISM, GICSP, or equivalents.
- Experience in industries like energy, manufacturing, transportation, or critical infrastructure.
- Knowledge of IIoT, edge computing, and OT/IT convergence challenges.
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 $215,400 - $278,700 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
About UsFortinet (NASDAQ: FTNT) secures the largest enterprise, service provider, and government organizations around the world. Fortinet empowers its customers with intelligent, seamless protection across the expanding attack surface and the power to take on ever-increasing performance requirements of the borderless network - today and into the future. Only the Fortinet Security Fabric architecture can deliver security without compromise to address the most critical security challenges, whether in networked, application, cloud or mobile environments. Fortinet ranks number one in the most security appliances shipped worldwide and more than 500,000 customers trust Fortinet to protect their businesses.
We are committed to providing reasonable accommodations for all qualified individuals with disabilities. If you require assistance or accommodation due to a disability, please contact us at [email protected].
Fortinet is an equal opportunity employer. We value diversity in our company, and all qualified applicants will receive consideration for employment without regard to race, color, religion, sex, sexual orientation, gender identity, national origin, disability, age, military/veteran status or any other applicable legally protected characteristics in the location in which the candidate is applying.
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