Channel Sales Engineer

The Channel Security Engineer (SE) will work closely with the channel sales team. The SE’s main mission will be to support the channel organization in all technical matters regarding pre-sales, sales and partner calls, partner technical enablement and strategy.

 

Responsibilities:

The ideal candidate should have a strong Network Security background.  Cloud, SASE, Application Security, OT, and SecOps experience is also desirable. Additionally, previous Reseller, MSSP and/or Vendor experience would be an asset.

• Develop and execute on joint strategy with your direct Channel Account Manager and team which is tied to your partners and Fortinet Goals. 
• Collectively work with Fortinet’s teams (account sales/ technical, marketing, specialization overlays) your partners teams (sales/ technical/ professional services, managed services, etc) to develop “go to market” offerings to address Fortinet and our partners goals. 
• Focus on growing sales in Network Security and more.
• Develop and launch managed service offerings with our partners to help address the dynamic market needs
• Be the primary technical point of contact for your partners(s) in close collaboration with your sales partner.
• Continuously strive to improve knowledge around the Fortinet products and solutions, along with maintaining a deep understanding of the competitive landscape and Fortinet’s ability to provide long lasting protection against the ever-evolving threats.
• Have a strong ability to position Fortinet solutions to the partner, whether this be remotely or in person. This requires strong communication skills and the ability to confidently present through whiteboarding, technical white papers, technical plans, or customer discussions.
• Manage your time effectively when working on multiple deals simultaneously, ensuring a positive customer/partner experience is maintained.
• Provide weekly updates to Management
• Help drive technical webinars and hands-on demo’s
• Assist in training at Partner focused Training events where the target audience is technical and includes System Engineers, Solutions Architects and Professional Services
• Ability to be on the road at our partner site or after work at events as required
• Work with multiple business units within your partner from Cloud to Security, Presales to Managed Services and prioritized efforts based on joint goals

Required Skills 

• 5 – 8 years’ experience in technical/pre-sales support as a pre-sales engineer, solutions architect or security expert 
• Ability to think outside of the box and self-motivate to drive sales
• Are currently or have previously worked in a pre-sales engineer role, managing end to end technical aspects of deals, through to technical closure.
• Can demonstrate your problem-solving skills and how this has impacted key wins within your current organization.
• Understand and can demonstrate your ability to build and maintain channel partner relationships, including your ability to effectively communicate technically to a range of both external and internal stakeholders.
• Public Speaking experience      
• Strong presentation skills 
• Strong communication and writing skills. Previous experience on responding to RFPs is beneficial. 
• Experience explaining technology topologies via whiteboarding, Visio and other methods
• Strong understanding in the following technologies and protocols: TCP/IP, IPv4, IPv6, supernetting and subnetting, DNS, HTTP, SMTP, RADIUS, LDAP, Active Directory, PKI, IKE, Certificates, L2TP, SSL Decryption, SSL VPN, IPSEC, 802.1Q, VLANs, LACP, MD5, SSH, SSL, SHA1, SHA512, 3DES, AES
• Experience with encryption and authentication technologies required
• Strong technical troubleshooting skills desired
• Technical knowledge in Wifi, Load Balancing and Application Delivery, Ethernet Switching, ACI, API, Two Factor Auth, Malware Sandboxes, Mail Gateways, Web Application Firewalling, Cloud (AWS, Azure, etc), SDN, NFV, Virtualization, Centralized Management, SIEM, EDR, MDR, XDR, NDR, and Data Center redundancy are considered assets
• Previous Vendor or Reseller experience is an asset

Optional but not required: 

• Experience in building managed service offerings 

Education:

• Degree, diploma or equivalent
• Fortinet NSE or FC certifications are an asset
• Other vendor certifications are an asset