• Provide technical support and solutions to the sales team and customers prior to the sale. • Maintain extensive knowledge of complex aspects of products and systems demonstrations required to educate the client. • Analyze customer needs and requirements and illustrate how company solutions can provide value and support their organization. • Answer client questions on product functionality, integration, and usage and solve pre-sales support problems. • Apply knowledge of company products, customer technology and sales cycle in order to generate quality customer connections and sales for the company. • Demonstrate ExtraHop solutions, differentiate them from the competition and identify where they fit in the context of the wider market. • Independently conduct Proof-of-Concepts (POC), from installing the appliance to helping prospective customers interpret data in the context of their environment to preparing/presenting a summary of the value demonstrated. • Identify compelling events or specific business problems and offer the optimal ExtraHop solution that addresses that requirement. • Assess prospective customer needs and uncover requirements for ExtraHop security solutions in the cloud. • Articulate the security value proposition and key differentiating capabilities to prospective new customers and solutions partners. • Support sales process within qualifying opportunities, mapping technical capabilities to business drivers/corporate initiatives, and scoping a BOM. • Work with Regional Sales Managers and Sales Engineers to prepare and present proposals and RFIs. • Partner with our Sales and Product Development teams to develop cloud security solutions.

• Act as the primary technical authority for new products entering the Mid-Market segment. • Serve as a high-frequency feedback loop between Product Management and the SE Org. • Enable Account Executives (AEs) and SEs to lead with value-based discovery. • Create and deliver high-impact enablement content. • Track the technical health of new product launches by monitoring proof-of-concept (POC) success rates.

Role Description This is a fully remote opportunity but is preferred to be worked from the Atlanta, GA area. At Clari / Salesloft, our Manager, Sales Engineering - Enterprise will be pivotal to our company’s success. You will be a key member of our fast-growing and high-performing team. - Combining technical expertise with an innate ability to build trust with both technical and non-technical audiences. - Partnering with Account Executives to help drive new business. - Responsible for supporting revenue growth across the AMER Enterprise business. - Developing the vision and strategy for our business to unlock the full potential of Clari / Salesloft’s enterprise growth. - Establishing initiatives and goals supporting the buildout of your strategy. - Collaborating with regional and vertical sales leaders with account planning, strategy, and sales calls. - Helping deliver ambitious subscription and service revenue targets. - Driving the full-cycle sales of Clari / Salesloft entire platform. - Being a player/coach, hands-on with the team, understanding and demonstrating Clari / Salesloft technically to all levels of enterprise executives. - Actively promoting the recruitment, advancement, and success of people of diverse backgrounds and experiences. - Coordinating in-depth product demos encompassing the more technical aspects of Clari / Salesloft products. - Managing technical sales cycle for prospects: responses to RFIs/RFPs, uncovering technical needs, managing milestones and issues, answering security and implementation questions. - Understanding prospect sales processes and sales stack to demonstrate Clari / Salesloft ROI. - Effectively interfacing with multiple internal resources, including Sales Executives, Implementation Managers, Customer Success, Customer Support, Product Management, and Engineering. Qualifications - 3+ years B2B sales engineering leadership experience preferred. - 10+ years of technology experience in SaaS pre-sales, sales, and customer services or a combination of these. - Excellent communication skills and presentation skills, both customer-facing and internal. - Bachelor’s degree required. - Ability to influence key decisions across cross-functional organizations and at the internal and external executive management level. Requirements - Strong technical and value-driving leader with a bias-towards-action. - Results-oriented, motivated, and strategic leader focused on improving Enterprise SEs achieve technical wins and exceeding their revenue targets. - Pivotal role in helping drive efficiencies in technical selling motions and playing an active role in critical deals. Benefits - Competitive wages and salaries that are motivational, fair, and equitable. - Performance bonus, benefits, and/or other applicable incentive compensation plans. - Total compensation package based on several factors unique to each candidate.

We are seeking a Sales Engineer to partner with a Named Account Manager in a defined territory. This role is designed for a technically strong but strategically minded individual who thrives in customer-facing engagements. The Systems Engineer will act as a trusted advisor, guiding large enterprise organizations through cybersecurity transformation initiatives that span SecOps, Zero Trust, cloud, and network security. Responsibilities - Partner with sales to qualify opportunities, define solution strategy, and align technical capabilities with customer business outcomes. - Lead discovery sessions, workshops, and security assessments that uncover operational and architectural requirements in complex enterprise environments. - Design and present secure architectures that incorporate networking, cloud, and SecOps components. - Deliver impactful presentations and demos to both technical stakeholders and executive decision-makers (CISOs, CIOs, CTOs, and business leaders). Customer Engagement & Strategy - Serve as the primary technical expert in sales cycles, guiding enterprise accounts through evaluation and decision processes. - Advise on cybersecurity strategies such as Zero Trust, SASE, cloud security, and SecOps modernization. - Build and maintain long-term trusted relationships with C-level executives and senior leadership, positioning yourself as a strategic advisor. - Translate technical concepts into business value discussions tailored for executive-level conversations. Post-Sales Partnership - Support smooth deployment transitions by working closely with professional services, support, and customer success teams. - Provide roadmap guidance, operational reviews, and strategic check-ins to reinforce customer value realization. - Continue as a trusted advisor to enterprise leadership, ensuring ongoing alignment of their evolving needs with solution capabilities. Required Skills & Experience - 5–8 years experience in pre-sales or systems engineering roles in enterprise-scale cybersecurity, networking, or cloud environments. - Strong understanding of networking (LAN/WAN, routing, switching, VPNs, TCP/IP) and core security protocols (IPSec, TLS/SSL, PKI, SAML, OAuth, RADIUS, etc.). - Ability to articulate and design solutions across: - SecOps modernization (SIEM, SOAR, XDR) - Zero Trust and SASE architectures - Cloud and hybrid security (IaaS, SaaS, containerized workloads) - Identity and access management (MFA, SSO, PAM) - Excellent presentation, communication, and storytelling skills—capable of engaging both deeply technical audiences and executive decision-makers. - Proven track record of leading architectural discussions and aligning technical solutions with business priorities at the enterprise level. Preferred Qualifications - Bachelor’s degree in Computer Science, Engineering, or related field (or equivalent experience). - Industry certifications such as CISSP, CCSP, or vendor-specific credentials (e.g., NSE, CCNP Security, AWS Security Specialty). - Experience in consulting or advisory roles for large enterprise customers, especially in CISO/CIO-level conversations. - Familiarity with compliance and security frameworks (MITRE ATT&CK, NIST CSF, ISO 27001, SOC 2). Why Join Us This is an opportunity to operate at the intersection of cybersecurity strategy, executive engagement, and customer success, influencing large-scale enterprise organizations as they modernize operations and adopt cutting-edge solutions. If you excel at combining technical depth with executive presence, this role will allow you to shape customer outcomes while growing your career in a dynamic security landscape. Fortinet (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 accommodations@fortinet.com. 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.