Business Development Manager (Artificial Intelligence) - Sydney/Melbourne

Responsibilities

The Business Development Manager will lead the go-to-market strategy for AI security solutions and drive pipeline growth through collaboration with account managers and partners. They will also serve as an AI evangelist, conducting executive presentations and architecting security solutions for enterprise clients.

Requirements

Candidates must have at least 7 years of quota-carrying technical sales experience, with a minimum of 3 years specializing in AI technologies. A bachelor's degree in engineering, science, or computer science is preferred, along with a proven track record of closing large-scale enterprise deals.

Skills

• AI Security
• Sales Strategy
• Go-to-market execution
• Enterprise sales
• Account management
• Executive presentations
• Cloud computing
• Machine learning
• Generative AI
• Cybersecurity
• Business development
• Stakeholder management
• Strategic account planning
• Technical sales
• Channel partner management
• AI governance

Benefits

• Total rewards package
• Health and financial well-being support

About this role

Location: Australia (Sydney, Melbourne) 

At Fortinet, we are at the forefront of securing the evolving Artificial
Intelligence (AI) landscape with our FortiAIGate AI security platform. 

We are seeking a passionate and experienced AI Sales Specialist to support the
go-to-market (GTM) strategy and execution for our rapidly growing AI security
solutions. This critical quota carrying sales role will be instrumental in
accelerating the adoption of our solutions that help customers secure the
creation and usage of AI applications, including homegrown AI and popular
agentic AI tools.
 

 As a Sales Specialist, you will:

* Partner with regional sales leaders to shape and execute the GTM strategy for
AI Security solutions across your region, focusing on both expanding existing
Fortinet customers and driving greenfield acquisition.

* Collaborate closely with Fortinet account managers and partners to build
pipeline, and to identify, qualify, and close AI Security business.

* Lead customer-facing activities, including executive presentations, discovery
workshops, and live product demonstrations.

* Design and deliver regional training programs for Fortinet account managers,
educating them on new product features, capabilities, competitive
differentiators, use cases and business outcomes, to ensure they can
confidently pitch and represent Fortinet’s AI security strategy.

* Consult with enterprise clients to evaluate their current AI landscape,
identify security challenges, and architect effective solutions. Act as a
trusted thought leader on AI governance and controls, runtime protection,
guardrails, automated red-teaming, and shadow AI.

* Personally engage in strategic account selling, business development, and
ongoing customer success, with a focus on business outcomes and ROI 

* Engage deeply with Fortinet’s channel and reseller partners to equip them
with the knowledge and resources needed to successfully close AI Security
deals, ensuring they are positioned and motivated to lead with Fortinet for
AI security.

* Cultivate strong, trusted relationships with key customer stakeholders,
including C-level executives, security leaders, and AI decision-makers.

* Partner closely with sales, marketing, and product management to ensure
alignment and effective GTM execution and AI Security messaging. 

* Serve as an AI evangelist to educate customers on agentic AI best practices,
secure AI deployment, and position Fortinet as the definitive leader in AI
security projects.

We Are Looking For:

An insightful and influential collaborator to join our team. We encourage you to
apply for this position if you have the following qualities:

* Bachelors degree in engineering, science, computer science or related
technical field of study preferred 

* 7+ years of quota-carrying technical sales experience, including at least 3
years specializing in AI and related technologies.

* Proven track recorder of consistently meeting or exceeding quota and
successfully closing multi-stakeholder, 6- and 7-figure ACV deals in complex
enterprise accounts 

* Demonstrated experience engaging with C-level executives, including CIOs,
CISOs, CTOs, VPs of Engineering, and Heads of AI.

* Understanding of core AI technologies, including machine learning, deep
learning, and generative AI.

* Experience working within regulated or data-sensitive industries (such as
financial services, healthcare, and semiconductors) is preferred.

* Familiarity with popular agentic AI tools, AI infrastructure, and their
associated security implications is preferred.

* Exemplary written, verbal, and presentation communication skills.

* Strong understanding of cloud computing platforms (e.g., AWS, Azure, GCP)

* Ability to travel up to 50% to develop customer relationships and advance
opportunities 

Why Join Us:

At Fortinet, we embrace diversity and inclusivity. We encourage applications
from diverse backgrounds and identities. Explore our welcoming work environment
designed for a rewarding career journey with an attractive Total Rewards package
to support you with your overall health and financial well-being. Join us in
bringing solutions that make a meaningful and lasting impact to our 660,000+
customers around the globe.

We will only notify shortlisted candidates.

Fortinet will not entertain any unsolicited resumes, please refrain from sending
them to any Fortinet employees or Fortinet email aliases. Should any Agency
submit any resumes to Fortinet, these resumes if considered, will be assumed to
have been given by the Agency free of any related fees/charges.

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About Fortinet

Computer and Network Security · 10,001+ employees · headquartered in Sunnyvale, CA