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 offers employees a variety of benefits, including medical, dental, vision, life and disability insurance, 401(k), 11 paid holidays, vacation time, and sick time as well as a comprehensive leave program. Wage ranges are based on various factors including the labor market, job type, and job level. On target earnings for this position is expected to be $235,000 - $375,000 per year. Exact salary offers will be determined by factors such as the candidate's subject knowledge, skill level, qualifications, experience, and geographic location. All roles are eligible to participate in the Fortinet equity program, and this position is also eligible for commissions based on the terms of the Sales Compensation Plan 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.

• Enable public sector partners to position, demo, and architect Black Duck solutions • Deliver technical training sessions, hands-on workshops, and solution certifications • Guide partners on best practices for AppSec integration in government environments • Collaborate with partner account managers to support joint territory planning • Communicate technical value and competitive differentiation across partner organizations • Provide architecture guidance related to SAST, SCA, DAST, DevSecOps, and CI/CD integration • Advise partners on addressing compliance requirements for federal, state, and local agencies • Stay current on trends in public sector cybersecurity, DevSecOps, and AppSec • Represent Black Duck at partner events, government technology forums, and security conferences • Act as a trusted advisor to partner engineering teams and technical leadership

• Your product portfolio consists of innovative switching components for managing and protecting low-voltage installations and products for monitoring and improving energy efficiency in buildings and installations • You are responsible for managing existing customers and acquiring new accounts within your region • You develop and maintain long-term customer relationships at both the operational and strategic levels • To this end, you maintain commercial contacts with panel builders, installation companies, OEMs, consultants, and end users • In addition, you manage the quotation process, conduct negotiations, and, in collaboration with the internal sales department, supervise the follow-up of projects • You actively approach potential customers and analyze the market using customer information obtained from the sales department to generate leads, a quotation pipeline, and orders • For technical issues, you are able to provide customers with adequate advice and translate the proposed solution into an order • You work closely with your colleagues in internal sales and application engineering. In this role, you'll be responsible for optimal collaboration to achieve the assigned region, contracts, and objectives (sales targets and customer satisfaction) • You'll proactively and creatively contribute to developing and growing the service proposition • You'll collaborate daily with the local team in Houten and international colleagues at our factories in France.

• Actively working with Regional Sales Managers to develop account plans combining business & technology strategies. • Taking accountability for all technical issues during a pre-sales engagement with potential customers. • Managing the "technology" side of the sales process developing technical strategies and tactics for Liquibase solutions, resolving all technology issues throughout an enterprise sales cycle. • Developing & delivering customer-specific solution-oriented presentations and demonstrations. • Demonstrating Liquibase solutions and technology to all levels within an organization. • Developing strategies, manage and assist execution of solution evaluations proving your solution actually fulfills the business objectives & technical requirements. • Understanding prospects’ business processes, information flows, business/technical issues and challenges, and competitive pressures. • Uncovering specific business/technical problems and design solutions that link to clearly defined business value by applying Liquibase products toward solving those problems. • Architecting innovative solutions leveraging 3rd party and Liquibase technologies that lead to new use cases and revenue opportunities. • Remaining a current contributor to team-learning initiatives and activities.