Business Development Solutions Consultant

Role Overview

• Lead technical engagements with customers, partners, and resellers to position Fortinet’s OT and Critical Infrastructure Security solutions
• Act as the technical subject matter expert (SME) for OT security, supporting Sales, Pre-Sales Engineers, and partners throughout the sales cycle
• Drive technical discovery sessions to understand customer OT/ICS environments and align Fortinet solutions to business and operational requirements
• Design and deliver technical demonstrations, workshops, and proof-of-concepts (POCs) to validate solution value and accelerate deal closure
• Collaborate with Account Managers and Business Development teams to identify, qualify, and develop OT-focused opportunities and pipeline
• Support partners and resellers in architecting and positioning OT security solutions
• Develop and deliver technical enablement sessions (in-person and virtual) to increase OT security competency
• Create and maintain technical collateral, competitive positioning material, and demo assets to support field teams and partner ecosystem
• Provide guidance on solution design, sizing, and architecture for complex OT environments
• Act as a technical escalation point for strategic opportunities and critical customer engagements
• Represent Fortinet as a technical evangelist at industry events, conferences, and customer briefings focused on OT and critical infrastructure
• Collaborate with Product Management and Marketing teams to provide field feedback and influence OT product strategy and go-to-market initiatives.

Requirements

• Strong knowledge of cybersecurity threats, network security technologies, and OT/ICS environments
• Hands-on experience with Operational Technology systems, including SCADA, ICS, and industrial protocols
• Solid understanding of networking fundamentals (L1–L7) including Routing, Switching, LAN/WAN, VPN, and network security
• Knowledge of key OT and IT protocols and technologies such as TCP/IP, IPSec, SSL, and industrial protocols
• Familiarity with OT security frameworks and standards (IEC 62443, NERC CIP, NIST)
• 5+ years of experience in pre-sales engineering, sales engineering, or technical business development within cybersecurity or networking
• Experience designing and delivering POCs, technical workshops, and customer-facing presentations
• Strong understanding of identity and authentication systems (LDAP, RADIUS, TACACS+, Active Directory, PKI)
• Experience with Windows and/or UNIX/Linux system administration
• Industry experience in critical infrastructure sectors such as energy, utilities, oil & gas, manufacturing, mining, or transportation
• Experience working with channel partners, resellers, and distributors
• Excellent communication skills to translate complex technical concepts into business value
• Strong presentation skills engaging audiences from technical engineers to executive stakeholders
• Self-motivated, highly organized, able to manage multiple concurrent projects and priorities
• Ability to work independently while collaborating effectively across distributed teams
• Relevant technical certifications (Fortinet NSE or equivalent vendor certifications) are a plus.

Tech Stack

• Cyber Security
• Linux
• Switching
• TCP/IP
• Unix

Benefits

• 100% company paid medical, dental, and vision coverage
• Health Spending Account and Personal Spending Account
• Employee & Family Assistance Plan (EFAP)
• Critical illness, disability, and life insurance
• Group Registered Retirement Savings Plan (RRSP) with company match
• Competitive Paid Time Off and flexible leave policies, including paid health days
• Eligible to participate in Fortinet equity program