Operational Technologies Sales Engineer

2 weeks ago

Montreal, Quebec, Canada Fortinet Full time
Job Duties

  • Conduct technical meetings with customers and resellers to highlight Fortinet Operational Technologies and Critical Infrastructure Security Solutions
  • Provide pre-sales technical support to Fortinet Pre-Sales Engineers, Fortinet Sales representatives, Fortinet resellers and distributors, in order to positively influence sales within the region covered (Latin America and the Caribbean).
  • Travel within the assigned territory (Latin America and the Caribbean) to ensure all Fortinet Pre-Sales Engineers, distributors, partners and customers, get the appropriate level of attention and care, according to the importance of the accounts.
  • Coordinate and run demo labs or proof-of-concepts in order to shorten the sales cycle and effectively highlight Fortinet OT advantages over competitors.
  • Create/Modify/Translate competitive documentation that can show in a convincing way, why Fortinet to integration of Fortinet' solutions for Operational Technology and Critical Infrastructure Security Solutions have a superior technology versus competitors, highlighting benefits to customers.
  • Give proper follow-up to VIP projects and promptly report any advances or potential issues, so the sales counterpart can be aware and proactively work on the next step.
  • Provide assistance on support cases, when customer relevance or project importance demands so.
  • Assist Fortinet Pre-Sales engineers and Fortinet resellers to perform technical design of Operational Technology and Critical Infrastructure Security Solutions for customers. Recommend the best technical solution for a given scenario, in order to provide high quality products and services to Fortinet customers.
  • Review product reference architecture and functional specification, design and execute test plan to ensure field success of a real-world deployed solution.
  • Support educational efforts (both in-classroom and remote via Webinars) targeted to keep a high degree of knowledge about Fortinet's OTCIS solutions, to Fortinet Pre-Sales engineers, partners, resellers, and distributor base.
  • Create technical documents and/or presentations that can help the partner base to perform better/quicker/more impressive demonstrations, to effectively show Fortinet's Operational Technology and Critical Infrastructure Security Solutions
  • Create/Modify/translate presentations as needed to effectively deliver Fortinet's message to any type of audience.
  • Be a spokesperson, appropriately representing the company at public conferences, media and partner/Fortinet driven events.
  • Work with Corporate and Field Marketing teams, to help understand specific market needs to drive the appropriate activities that can impact positively market's perception towards Fortinet.
  • Participate and be part of the feedback process to Research and Development, on information that flows from customers, partners, and distributors, regarding potential improvements in Fortinet product line.
  • Be part of the internal engineering communities (Tech Teams, mailing lists, Partner Forums) and assist others within or outside the region, to make Fortinet more successful as a company.
  • Take internal or external trainings as needed (including self-training modules) in order to keep product knowledge at the best possible, and be an expert resource for resellers, partners, distributors and other peers.

Job Experience / Abilities Required:

  • Deep technical knowledge on computer networks and Internet security.
  • Conversant with Operational Technology, Information Technology, L1 to L7 networking, applications, and solutions
  • Knowledge of the following technologies: Routing, Switching, VPN, LAN, WAN, Network Security, Intrusion Detection, and Anti-Virus.
  • Strong understanding of common TCP/IP Service Protocols, such as ICMP, DNS, FTP, SMTP, HTTP, SNMP, SSH.
  • Strong understanding in the following technologies and protocols: PPTP, L2TP, 802.1q, 802.1x, SSL, IKE, IPSec, 3DES, AES, SHA-1, MD5.
  • At least 5 years of experience in pre-sales for a network infrastructure or security company.
  • Must have a strong working knowledge of CIP and their impact on IT, OT, SCADA systems.
  • Experience in the Utility industry is a plus
  • Experience as operating systems administrator, either Microsoft Windows Sever or UNIX flavors/variants.
  • Experience with authentication systems such as LDAP, RADIUS, TACACS+, Active Directory, Digital Certificates / PKI.
  • Wireless domain experience - RF propagation, protocol and security required is a plus
  • Endpoint and Network Access Control experience is a plus
  • At least 2 product certifications on Networking, Firewalls, VPNs, IPS, Antivirus, AntiSpam, URL Filtering or Vulnerability Managers; that can be from Fortinet or from other competitor products is a plus.
  • At least 2 years of experience on engineering presales activities, including: Sales meetings, Proof-of-concepts, technical trainings, product sizing, solution design, assisting on creating sales proposals (with salespersons) and answering RFPs / public bids.
  • Previous experience (at least one year) working with End Users on the assigned territory (Latin America and the Caribbean).

Bilingual:
Strong oral and written communication skills, both in
Spanish/Portuguese and English. Exceptional ability to clearly articulate messages in English and Spanish/Portuguese.

  • Oral and written communications in a third language
    Portuguese/Spanish is a plus.
  • Strong analytical skills oriented to details.
  • Ability to be autodidact and learn new knowledge areas on his/her own.
  • Proven track as problem solver.
  • Highly organized. Capable of working and multi-tasking across multiple projects.
  • Exceptional presenter. Strong ability to present to audiences of all sizes, either at technical level or management level (up to C-level).
  • Self-motivated, with ability to work without direct supervision.
  • Adaptable and flexible, operating in a fast-paced, dynamic environment.
  • Ability to work and take quick decisions under pressure.
  • Availability to travel up to 50% of the time.
  • Availability to travel on short notice.
  • An independent information/network/computer security certification from CWNP, SANS, (ISC)2, ISACA, BS7799/ISO17799 is a plus.
  • Experience in Consulting Services for Industries is a plus
  • Demonstrated experience working on distributed teams is a plus.
  • Previous experience working with channels and/or with an assigned quota is a plus.

Other Job Requirements :

Bachelor / Engineering degree on Computer Science, Electronics or Telecommunications granted by a university recognized by the local Education System and/or Education Authority.

#LI-KJ1Fortinet (

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 features 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 450,000 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

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, or any other applicable legally protected characteristics in the location in which the candidate is applying.

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