• Own and execute a strategic territory plan focused on net-new commercial acquisition. • Drive full-cycle sales motions from prospecting through close within your assigned accounts. • Operate as an overlay specialist across aligned Commercial Account Executives, identifying and advancing Entitle opportunities within their territories. • Build strong internal partnerships with Commercial AEs to create joint account plans and pipeline acceleration strategies. • Generate pipeline through proactive prospecting, executive outreach, partner collaboration, and targeted account strategies. • Lead complex, multi-threaded sales engagements within commercial organizations. • Engage C-level and senior security stakeholders (CISO, CIO, VP Security, Cloud Security leaders) in outcome-driven security conversations. • Deliver consultative discovery centered on privilege risk reduction, identity governance, and cloud security posture. • Coordinate cross-functional resources (Sales Engineering, Channel, Marketing, Professional Services, Customer Success) to accelerate deal progression and ensure successful outcomes. • Develop compelling business cases and ROI-driven proposals aligned to customer security initiatives. • Accurately forecast and manage pipeline using Salesforce, maintaining disciplined deal inspection and territory hygiene. • Consistently meet and exceed quarterly and annual revenue targets across both direct and overlay motions. • Represent the company at industry events, executive briefings, and partner engagements.

• Develop and execute on joint strategy with your direct salesperson which is tied to your partners and Fortinet Goals. • Support your partners in various ways such as though POCs, for internal consumption or managed offerings, develop labs for technical enablement, custom presentations, etc. • Be onsite with your partners to develop relationships across your partners internal business units. • Be the primary technical point of contact for your partners(s) in close collaboration with your sales partner. • 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. • 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 projects simultaneously, ensuring a positive customer experience is maintained. • Maintain accurate activity, contact, and account technical information of all customers and prospects in our CRM (Salesforce).

Role Description The Cybersecurity Engineer designs, implements, maintains, and improves enterprise security controls across cloud, network, endpoint, and identity environments. This role supports threat detection, incident response, vulnerability management, identity and access management, and security operations aligned to federal security standards and Zero Trust principles. Qualifications - Five years of experience in cybersecurity engineering or security operations. - Experience implementing security controls in cloud, network, endpoint, and identity environments. - Experience with identity and access management (IAM), least privilege, MFA, logging, monitoring, vulnerability management, and security incident response. - Experience with security baselines, documentation, audit readiness, root cause analysis, and formal change management. - Ability to meet federal screening and suitability requirements prior to start. Requirements - Implement and maintain enterprise security controls aligned to federal security frameworks and Zero Trust architecture. - Support implementation, operation, and optimization of enterprise security platforms across cloud, on-premises, and hybrid environments. - Configure and manage identity and access services, including authentication, authorization, role-based access control (RBAC), privileged access management (PAM), and multi-factor authentication (MFA). - Configure centralized logging, monitoring, and audit capabilities across systems, applications, and cloud platforms. - Conduct continuous monitoring, vulnerability assessment, risk analysis, and remediation coordination. - Harden systems, applications, and cloud environments using secure baselines and industry best practices. - Support incident response activities, forensic collection, root cause analysis, change management, and standard operating procedure (SOP) development. - Collaborate with network, cloud, and application teams to resolve security issues and improve security posture. Company Description

• Serves as a cybersecurity Subject Matter Expert (SME) with regards to Assessment and Authorization (A&A) of information systems and all associated cybersecurity policies and procedures. • Performs a DOD cybersecurity process while either authorizing an information system or serving as a SME for an information system undergoing authorization. • Possesses an understanding of how the security controls identified in the NIST 800-53 apply to the process of assessing and authorizing a large organization’s IT infrastructure such as DLA’s. • Determines the applicable severity value for an identified vulnerability (e.g., non-compliant security control) and determines the possible ramifications on the system’s current or future authorization. • Briefs senior management on the progress or results of an information system undergoing the Risk Management Framework (RMF) process.