Business Development Manager (Artificial Intelligence) - Sydney/Melbourne

FortinetSydneyHybridFull-time1 week ago

Fortinet is seeking an experienced AI Sales Specialist to drive the go-to-market strategy for its FortiAIGate AI security platform across Australia. The role involves quota-carrying technical sales, customer engagement, and partner enablement, requiring 7+ years of technical sales experience with at least 3 years in AI.

What you'll do

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.

What you need

Must-have

Artificial IntelligenceMachine LearningDeep LearningGenerative AICloud ComputingAWSAzureGCP

Nice-to-have

AI InfrastructureRegulated IndustriesFinancial ServicesHealthcareSemiconductors

Soft skills

CommunicationPresentationCollaborationRelationship BuildingThought LeadershipCustomer SuccessBusiness Development

Business DevelopmentAI SecurityTechnical SalesCybersecurityEnterprise SalesGTM StrategySydneyMelbourneHybrid

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Nice-to-have

Soft skills

What you'll do

What you need