Jobs at Fortinet in Canada, Montreal

Responsibilities:

• Pre-sales - assist in qualifying sales leads from a technical standpoint.
• Sales calls - be the main technical resource on sales calls and answer/ educate the customer and partner on issues ranging from features, specifications and functionality to integration.
• Conversant with networking applications and solutions.
• Post-sales - be the lead technical contact for identified accounts for technical issues and will work closely with the technical support team to answer, elevate and resolve customer's technical issues.
• Provide assistance to identified customers with post-sales training.

Required Skills:

• 3 year’s experience in technical/pre-sales support as a sales or systems engineer
• 3 year’s experience in LAN/WAN/Internet services administration
• Solid understanding of DNS and NFS, SMTP, HTTP, TCP/IP
• Knowledge of the following technologies: Routing, Switching, VPN, LAN, WAN, Network Security, Intrusion Detection, and Anti Virus.
• Prove understanding in the following technologies and protocols: RADIUS, PKI, IKE, Certificates, L2TP, IPSEC, FIREWALL, 802.1Q, MD5, SSH, SSL, SHA1, DES, 3DES
• Experience with encryption and authentication technologies required
• Excellent presentation skills
• The Inside Presales Security Expert is required to customarily and regularly work outside of their office or home office engaged in selling, including travel as needed to make a sale.

Education:

• Bachelor’s degree or equivalent experience. Graduate Degree favorable

Presales Channel Security Expert-GSI, you will:

• Develop and execute on joint strategy with your direct sales person which is tied to your partners and Fortinet Goals.
• Have the ability to listen and to understand the technical requirements of the partner, reading between the lines to build a solution which outperforms the competitor offering.
• 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 deals 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).

We Are Looking For:

• Have a high aptitude for security technology, specifically encryption, authentication, with further knowledge of network security, intrusion detection, anti-virus, routing, switching, LAN and WAN being desirable. The CISSP accreditation would also be beneficial.
• Are currently or have previously worked in a pre-sales engineer role, managing end to end technical aspects of deals, through to technical closure.
• Can demonstrate your problem solving skills and how this has impacted key wins within your current organization.
• Understand and can demonstrate your ability to build and maintain customer relationships, including your ability to effectively communicate technically to a range of both external and internal stakeholders.
• Have a strong understanding of RADIUS, PKI, IKE, Certificates, L2TP, IPSEC, FIREWALL, 802.1Q, MD5, SSH, SSL, SHA1, DES, 3DES

Optional but not required:

• Experience in specialized areas such as public or private cloud
• Experience in building managed service offerings

Education:

• Collage, Bachelor’s Degree or equivalent experience
• Bilingual French and English

We encourage candidates from all backgrounds and identities to apply. We offer a supportive work environment and a competitive Total Rewards package to support you with your overall health and financial well-being.

Presales Security Expert-Channel, you will:

• Act as the lead technical advisor to assigned strategic channel partners across Eastern Canada.
• Co-develop and execute strategic business plans in partnership with the Senior CAM, aligned with both Fortinet and partner objectives.
• Drive technical sales motions across Fortinet's Security Fabric portfolio, with a heavy emphasis on SecOps solutions.
• Lead partner enablement programs including technical training, workshops, demos, and certifications (e.g., NSE, FC).
• Architect and assist partners in the development and launch of Managed Security Service (MSSP) offerings.
• Collaborate with Fortinet’s internal engineering, marketing, and specialization teams to build customized go-to-market offerings with partners.
• Deliver compelling product presentations, whiteboarding sessions, and POCs tailored to partner use cases.
• Be a technical escalation point and support partners during complex sales cycles, RFIs/RFPs, and customer engagements.
• Represent Fortinet at industry events, partner summits, webinars, and technical advisory boards.
• Influence internal product and program development based on partner and market feedback.

We Are Looking For:

• 6–10+ years of technical pre-sales experience, preferably in a channel-focused or vendor role.
• Proven expertise in Security Operations technologies: SIEM, SOAR, EDR/MDR/XDR, NDR, Threat Intel, UEBA, and Threat Hunting.
• Solid foundation in Network Security, Cloud Security (AWS, Azure, GCP), SASE, and Application Security.
• Demonstrated ability to build strong relationships with VARs, MSSPs, and regional channel partners.
• Outstanding communication and presentation skills with comfort presenting to technical and executive audiences.
• Experience creating and delivering technical enablement plans and managed service models.
• Strong analytical and troubleshooting abilities in complex security environments.
• Capable of effectively engaging across multiple partner business units (sales, services, managed, cloud).
• Familiarity with Fortinet solutions or industry-recognized equivalents (e.g., Palo Alto, Cisco, Check Point, CrowdStrike).
• Bilingual in English and French (verbal and written).

Education & Certifications:

• Bachelor’s degree or equivalent experience in Computer Science, Engineering, Cybersecurity, or related field.
• Fortinet NSE certifications are highly preferred (FCP, FCSS).
• Industry certifications such as CISSP, CISM, CEH, OSCP, or vendor-specific (AWS/Azure/Google Cloud, Palo Alto, etc.) are considered assets.
• Willingness to travel 25–35% throughout Eastern Canada (including partner sites and events).
• Must be able to work flexible hours as needed, including occasional after-hours events.
• Comfortable in a fast-paced, dynamic environment with evolving partner strategies.

Why Join Us:

• We encourage candidates from all backgrounds and identities to apply. We offer a supportive work environment and a competitive Total Rewards package to support you with your overall health and financial well-being.
• Embark on a challenging, enjoyable, and rewarding career journey with Fortinet. Join us in bringing solutions that make a meaningful and lasting impact to our 660,000+ customers around the globe.

GSI Alliance Manager, you will:

• Create business plan that will provide appropriate execution steps to achieve target growth by:
• Working with product and technology leaders within the GSI partner, develop distinct products, services, and offerings powered by Fortinet technology.
• Building a regular cadence of relationship-building, responsible for exercises to enable stronger partnerships
• Work at a deal level to facilitate the joint pipeline, provide weekly tactical support on order processing and order management, and ensure purchase orders are submitted in a timely manner according to Sales forecasts in Salesforce
• Educate the GSI team on our enterprise security platform value proposition to drive growth
• Educate the Fortinet Sales team on GSI offerings to better leverage their influence to successfully sell jointly into key accounts.
• Work with joint country leadership (Sales, SE, Marketing, Channel) to implement local business plans. Ensure the right cross-functional and decision-making stakeholders at our GSI are involved in the Business Plan process and sign-off on its approval
• Develop and lead Quarterly Business Reviews (QBR) with cross-functional stakeholders from both organizations to measure progress against mutual business objectives
• Share and communicate GSI product offerings to internal teams; translate needs into solutions
• Actively work with the GSI teams to proactively generate leads and to have Fortinet introduced to the GSI clients and prospects
• Balance short term revenue initiatives with longer-term development objectives

We Are Looking For:

• Proven track record in one or more of accounts listed.
• Fully qualified, experienced sales professional that is forward thinking and has an expert understanding of the technology business sector.
• Minimum ten + years prior sales experience a must.
• Previous experience designing business plans and market strategies with MSSPs or GSI’s.
• Previous experience managing GSI relationships at all levels (Dir/VP/C)
• Proven ability to sell solutions.
• A proven track record of quota achievement and demonstrated career stability
• Excellent presentation skills to executives & individual contributors
• Excellent written and verbal communication skills
• A strategic and independent thinker that can move deals through the selling cycle
• Competitive, Self-starter, Hunter-type mentality
• Bilingual French and English
• Previous experience in network and cyber security including, but not limited to SD-WAN, ZTNA, Security Operations tools

Education:

• Bachelor's degree or equivalent, MBA preferred.

We encourage candidates from all backgrounds and identities to apply. We offer a supportive work environment and a competitive Total Rewards package to support you with your overall health and financial well-being.

Channel Account Manager-Cloud, you will:

• Manage the main Cloud Partners and end users in Canada.
• Build revenue and non-revenue business plans with these partners.
• Provide ongoing sales and technical trainings to these partners orientated to Cloud Security Solutions.
• Build marketing plans to drive incremental sales pipeline and revenues with development funds.
• Act as key channel strategist to regional sales managers within region.
• Build a Cloud Security Plan with Cloud Business Unit to drive our strategy.
• Partner with Fortinet marketing and engineering teams to drive revenue growth within region.
• Provide geographic channel coverage for the region.
• Carry quarterly and annual revenue targets.
• Build a Business Plan to develop these Channels.
• Development and attention to final users of the territory

We Are Looking For:

• Cloud Security or Cloud Knowledge
• Excellent presentation skills to executives & individual contributors
• Excellent written and verbal communication skills
• Bilingual French and English
• Candidate must thrive in a fast-paced, ever-changing environment
• Competitive, self-starter, hunter-type mentality
• 4 to 8 years channel sales and territory management in Cloud Security or Cloud Sectors.
• Experience building business and marketing plans with partners
• Must have experience in delivering sales trainings, and experience in working in a fast-paced environment with revenue responsibilities.
• College or University degree preferred.

We encourage candidates from all backgrounds and identities to apply. We offer a supportive work environment and a competitive Total Rewards package to support you with your overall health and financial well-being.

Skills & Qualifications

• Ability to manage large and complex deals involving highly technical negotiations
• Excellent presentation skills, both online and in face-to-face settings, capable of delivering product and technology presentations to technical and business audiences to all levels within a customer organization.
• Excellent written and verbal communication skills as well as listening and negotiation skills
• A self-motivated, independent “doer” who can move deals through the selling cycle
• Ability to add value as a team member by collaborating with a variety of teams such as engineering, sales, product management, customer support and professional services
• Candidate must thrive in a fast-paced, ever-changing environment
• Knowledge of standards and cybersecurity best practices for OT and IT environments
• Knowledge of Salesforce or equivalent
• Bachelor’s degree in Computer Science, Information Systems, Electrical Engineering or equivalent
• Proficiency in English and French required
• Technical certifications (ex. ISA/IEC 62443, SANS ICS (GICSP, GRID e GCIP)) are a plus

Job Duties:

• Guide sales process from prospection of new opportunities till closure/delivery
• Maximize Fortinet opportunities while providing value added solutions enhancing the offer within the OT space
• Develop innovative product and service offerings to enhance Fortinet’s portfolio and increase share of mind and share of wallet
• Work closely together with the local account teams to ensure there is proper focus on OT related deals
• Develop relationships with key decision makers, influencers, and partners
• Forge and manage partnerships with global and regional technology providers to complement Fortinet’s offerings
• Manage effective working relationships with assigned regional sales and engineering teams
• Travel within assigned territory is required
• Maintain accurate forecasting of OT deals within the assigned territory

Experience:

• Proven experience in selling cybersecurity and/or networking solutions applied to the operational technology space in a customer-facing role
• Experience as a sales manager of business development manager in a matrix organization crafting deals in at least 3 of these segments: Utilities (energy, water), oil & gas, manufacturing, transportation, logistics, healthcare, pharmaceutical, food processing, smart buildings, smart cities, critical infrastructure
• Experience in designing solutions based on OTCI standards and architectures
• Past experience in delivering OT projects in a professional services engagement is highly desirable
• Background in cybersecurity in general, Information Technology and networking will be valued

As a Presales Security Expert-Federal, you will:

• Pre-Sales Support : Work closely with customers to gain an understanding of their business challenges and technical requirements. Provide tailored solutions and demonstrate the advantages of Fortinet products and solutions. Act as the primary technical expert during the pre-sales phase.
• Post-Sales Support : Provide technical expertise during and after the sales cycle by providing deployment and integration assistance. Collaborate with technical support and development teams when necessary ensuring a positive customer experience.
• Technical Presentation & Demos : Deliver advanced product demos and presentations showcasing the capabilities and benefits of Fortinet products and solutions to a broad range of stakeholders. Regularly interface with Fortinet Channel partners within the region.
• RFP Support : Review and qualify RFIs and RFPs to understand the technical requirements and business drivers and to align them with Fortinet’s products and solutions. Collaborate with internal teams such as product management, development, and sales teams to respond to RFPs with detailed and comprehensive responses and address any concerns raised throughout the process. Ensure that the proposed solution meets relevant technical standards.
• Proof of Concept/Solution : Work closely with customers to identify the success criteria for the PoC/PoS ensuring alignment with business goals and technical requirements. Lead or assist in the deployment and testing and create any necessary technical or architectural documentation that outlines how the solution will be integrated and adopted in both greenfield and brownfield deployments.
• Continuous Learning/Market Intelligence : Stay up to date on the latest cybersecurity trends and threats as well as emerging technologies. Maintain expert-level knowledge and competitive insight of Fortinet’s products and solutions. Create technical marketing collateral such as white papers and solution briefs of Fortinet products and solutions.
• Account Engagement : Build and maintain strong relationships with key customers and prospects.
• Travel : Travel will primarily be within the designated region, but may also include occasional travel to other regions.

Required Skills:

• 7+ years’ experience in pre-sales support as a security expert or systems engineer
• 3+ years’ experience working with the Government of Canada
• 3+ years’ experience in responding to RFPs
• 1 or more FCSS/NSE7 certifications, other certifications are an asset
• Strong understanding of industry standards and compliance frameworks
• Strong understanding of compliance requirements for the Government of Canada
• Excellent communication and presentation skills
• Excellent technical and business acumen
• Ability to design and develop network and security solutions and reference architectures
• Deep technical knowledge of the following technologies:
  • Secure Networking (TCP/IP, NGFW, IBAC, DPI, PBR, etc.)
  • Secure SD-WAN (Dynamic Routing, VPN, ADVPN, DIA, WWAN, etc.)
  • LAN Edge (VXLAN, 802.1ax, 802.3bz, 802.1q, 802.11, OFDMA, QAM, etc.)
  • Unified SASE (SIA, SPA, SSA, STEA)
  • Universal ZTNA
  • Cloud Security (Public/Private, Automation, Orchestration, Containerization, etc.)
  • Identity and Access Management (LDAP, RADIUS, SAML, FIDO, SSO, MFA, etc.)
  • Network Access Control (Visibility, Automated Response, 802.1x, etc.)
  • Web Application Security (Content Routing, DoS, Bot Mitigation, etc.)
  • Endpoint Security (EPP, EDR, NGAV, Forensics, etc.)
  • Email Security (IBE, DLP, SPF/DKIM/DMARC, BEC, CD&R, etc.)
  • Security Operations (SIEM/SOAR, IR, etc.)
  • OT and Critical Infrastructure Security
  • Cryptography (Encryption/Decryption, Digital Signatures, Protocols, etc.)
• Previous Vendor or Reseller experience is an asset
• Proficiency in both French and English
• The successful candidate must possess or be eligible to obtain Secret Level II security clearance

Education:

• Bachelor’s Degree or equivalent experience in Computer Science, Information Technology or Engineering.

We encourage candidates from all backgrounds and identities to apply. We offer a supportive work environment and a competitive Total Rewards package to support you with your overall health and financial well-being.