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Salary: USD 200,000 - 240,000 / annual
Perception Point (Fortinet) is seeking a Sales Engineer for the SLED (State, Local, and Education) business unit to support the sales organization in all technical matters across pre-sales, sales calls, and post-sales engagement.
In this role, you will own the technical relationship with customers, diving deep into their environments to bridge technical needs with business outcomes. You'll take a consultative approach, empowering clients with expert-level recommendations and best-practice guidance. Key responsibilities include crafting and presenting high-impact product demos tailored to each prospect, serving as the technical face of the company at industry events and trade shows, and collaborating with Account Executives to design winning solutions for complex client needs. You'll drive successful Proof of Concept deployments from initial setup through final troubleshooting, and deliver precise technical content for RFPs, proposals, and project scopes.
You'll work in the SLED market, supporting State, Local, and Education accounts with deep understanding of public sector procurement cycles, regulatory compliance, and government-specific RFP processes. This is a customer-facing pre-sales engineering role requiring regular travel (up to 70%) to engage with clients and partners on-site.
Fortinet is a global leader in cybersecurity, ranking #1 in security appliances shipped worldwide, with more than 615,000 customers. The company's Security Fabric platform delivers integrated protections across the entire digital attack surface, securing critical devices, data, applications, and connections from data center to cloud to home office.
REQUIREMENTS:
- Minimum 5 years of professional experience in the Cybersecurity industry with heavy emphasis in ICS/OT (Industrial Control Systems/Operational Technology) environments
- At least 5 years in a customer-facing Pre-Sales Engineering or technical consulting capacity
- Proven track record supporting SLED accounts with understanding of public sector procurement cycles, regulatory compliance, and government RFP processes
- Practical familiarity with ICS/OT environments, including industrial protocols, Distributed Control Systems (DCS), and SCADA architectures
- Strong command of networking and systems architecture, including OSI and Purdue models, TCP/IP, and Linux CLI environments
- Hands-on experience with packet analysis tools (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 ability to translate complex technical concepts into business value for executive-level stakeholders
- Strong negotiation and relationship-building skills to drive technical win strategies
- Ability and willingness to travel regularly (up to 70%) to engage with clients and partners on-site
