Jobs at Fortinet in Panama, Panama City

Responsibilities:

• Assist in qualifying sales leads from an Engineering standpoint.
• Serve as a trusted technical advisor to customers and sales teams.
• Lead technically sales meetings with customers to understand their Cybersecurity challenges and requirements and align them to Fortinet solutions and services.
• Be the main technical resource on sales meetings to answer and collaborate with? the customer around Fortinet solutions features, specifications, and functionalities.
• Build cybersecurity solutions and Bill of Materials aligned to customers’ needs and requirements.
• Conduct technical presentations of Fortinet products and solutions.
• Lead the technical sales activities like assisting partners in the process of answering RFxs, demonstrations, Proof of Concepts, ensuring Fortinet’s solutions exceed customer expectations.
• Act as the primary technical contact for customers and partners, collaborating closely with Account Managers, demonstrating Fortinet’s valued proposition.
• Be able to clearly understand, articulate and deliver Fortinet’s value proposition, to customers and partners.
• Be a presenter in internal or external meetings, like events, Executive Briefing Centers (EBCs), Marketing activities, or any market positioning activity.
• Manage multiple opportunities effectively while maintaining exceptional customer experiences, with a great report within internal tools.
• Proactively manage internal and external communications including calls, emails and chats based on the predefined SLAs.
• Stay ahead of cybersecurity trends and Fortinet’s product offerings.

Required Skills and experience:

• 5+ years of experience in Security Operations Teams (Blue Team, Red Team, SOC Manager, Senior SOC Analyst).
• 2+ years in Network Security (LAN/WAN and WLAN Admin/Manager) with experience with NGFW/SDWAN technologies, Large Campus and Datacenter Networking solutions is a plus.
• 2+ Years of experience in pre-sales engineering roles is a plus.
• Deep understanding of enterprise network security architectures, industry cybersecurity frameworks, and regulations such as NIST, MITRE ATT&CK, COBIT, PCI-DSS, FERPA, HIPAA and Zero Trust.
• Strong understanding of Enterprise Cybersecurity and Network Architectures. Knowledge of the following concepts: Network Security, Security Operations, Cloud Technologies, Secure Access Service Edge, Network Access Control.
• Strong understanding in the following technologies and protocols: RADIUS, LDAP, PKI, IKE, Certificates, L2TP, VXLAN, IPSEC, 802.1Q, AES, SSH, TLS/SSL, SHA.
• Understanding of Private and Public Cloud environments like VMWare, Hyper-V, Kubernetes, GCP, AWS, Azure, OCI, Nutanix.
• Experience with modern encryption, authentication and IAM technologies
• Strong understanding in the following solutions: SIEM, SOAR, EDR, EPP, PAM, DLP is a plus
• Strong communication and interpersonal skills, with ability to work effectively with technical and non-technical teams.
• Strong problem-solving and analytical skills.
• Professional proficient in English, being able to effectively participate in technical discussions, internal and external meetings, and written communication.

Education and Certifications:

• Bachelor's Degree or equivalent experience.
• CISSP, CISM, CISA, CCSP, CEH, GSEC, OSCP, TOGAF or other professional level credentials/accreditations are a plus.
• Fortinet Certifications (FCP, FCSS, FCX) are a plus
• Strong Wireless technologies knowledge is a plus.
• Cloud Certifications from a well-known vendor is a plus.

Job Duties

• Work closely across both internal sales and engineering teams to collaborate and coordinate efforts providing knowledge that can be used to improve products and influence sales strategy at the territory, account, and opportunity levels
• High-Level Customer facing presentations on Fortinet’s Products can be used to create a mature security architecture.
• Technical dives on how Fortinet’s Fabric allows for cross platform integration to provide additional visibility and automated responses to current threats
• Translate customer technical requirements and market needs into a set of products that can be used as a solution/architecture.
• Execute Internal sales presentation to both commercial and engineering teams on how to position new and current Fortinet products.
• Provide technical reviews of proposed solution designs for customers
• Create technical documents, white papers, videos, press briefs and demos, that can help the field sales and marketing teams to impact the products and solutions adoption
• Perform high-level technical presentations to both sales and engineering internal teams on how to position new and current Fortinet products in order to positively influence sales within the region
• Establishing trust and alignment with BDMs, Partners, and Ecosystem Partners, providing expert advice on the design and architecture of solutions
• Understand business requirements for customer base and be able to translate them into technical requirements and solutions
• Work with Product Management Teams to help identify product and solution challenges, trends, competitors, to help understand specific market needs and influencing sales campaigns
• Build a competitive analysis, understanding top market players, their products and solutions, strengths, and weaknesses.
• Expert advice on the design, architecture, and implementation of solutions
• Support sales activities on the defined region (LATAM) as a strategic and high-level regional technical resource for strategic pre-sales engagements and key opportunities
• Provide pre-sales technical support and trainings to Fortinet Sales representatives, Fortinet resellers and distributors, in order to positively influence sales on the defined region (LATAM)
• Work with Fortinet’s marketing teams to help understand specific market needs in order to drive the appropriate activities that can impact positively market’s perception towards Fortinet.
• Create technical documents that can help the partner base to perform better/quicker/ demonstration demos to effectively show Fortinet’s products strengths.
• Create/Modify/Translate competitive documentation that can show in a convincing way why Fortinet has a superior technology and product portfolio versus competitors, highlighting benefits to the customer
• Be part of the internal engineering communities (Tech Teams, Mailing lists) and assist others within or outside the region
• Ability to work effectively, to add value as a team member, and collaborate with a variety of teams such as engineering, sales, product management and customer support.
• Coordinate and run demo lab required by customers, in order to shorten the sales cycle and effectively highlight Fortinet’s advantages over competitors
• Be a spokesperson, appropriately representing the company at public conferences, media and partner/Fortinet driven events.

Skills & Qualifications

• Solid experience on SecOps (SIEM, SOAR, EDR, Deception, SOC, etc),
• Knowledge of and how to apply frameworks and architectures: NIST, CSMA, MITRE, CMM, etc. Also in the following technologies: Routing, Switching, VPN, LAN, WAN, Network Security, Intrusion Detection, and Anti-Virus.
• Deep understanding of common TCP/IP Service Protocols, such as ICMP, DNS, FTP, SMTP, HTTP, SNMP, SSH. As well of the following technologies and protocols: PPTP, L2TP, 802.1q, 802.1x, SSL, IKE, IPSec, 3DES, AES, SHA-1, MD5.
• Experience in pre-sales for a network infrastructure or security company or in security analyst for an end-user company.
• Experience as operating systems administrator, either Microsoft Windows Sever or UNIX flavors/variants.
• Experience with authentication systems such as LDAP, RADIUS, TACACS+, Active Directory, Digital Certificates / PKI.
• Wireless domain experience – RF propagation, 802.11 protocol, Endpoint, Network Access Control and security required is a plus
• At least 3 product certifications on Networking, Firewalls, VPNs, IPS, Antivirus, AntiSpam, URL Filtering or Vulnerability Managers; that can be from Fortinet or from other competitor products is a plus.
• Experience on engineering presales activities, including: Sales meetings, Proof-ofconcepts, technical trainings, product sizing, solution design, assisting on creating sales proposals (with sales persons) and answering RFPs / public bids.
• Previous experience (at least one year) working with End Users on the assigned territory (LATAM).
• Exceptional ability to clearly articulate messages in English and Spanish/Portuguese.
• Ability to be autodidact and learn new knowledge areas on his/her own.
• Highly organized. Capable of working and multi-tasking across multiple projects and very good on project documentation and to create technical documents.
• Self-motivated, with ability to work without direct supervision.
• Availability to travel up to 50% of the time and in short notice.
• An independent information/network/computer security certification from CWNP, SANS, (ISC)2, ISACA, BS7799/ISO17799 is a plus.
• Demonstrated experience working on distributed teams is a plus.
• Previous experience working with channels and/or with an assigned quota is a plus

Technical Sales Support & Stakeholder Engagement

• Conduct technical meetings with stakeholders within assigned Carrier and Service Provider accounts to present Fortinet SASE and SecOps Architectures and other solutions that address business needs.
• Provide technical pre-sales support to Fortinet Sales teams and partners, positively influencing sales and opportunity development within Latam.
• Deliver presentations on Fortinet's technical concepts, tailoring communication styles for executive management, technical management, and engineering teams.
• Coordinate and execute demo labs or proof-of-value sessions for customers.

Partner & MSSP Enablement

• Support the entire lifecycle of MSSP partners, from discovery and service structuring to technical delivery, sales, and ongoing support.
• Assist partners in integrating Fortinet technologies and capabilities with their tools and platforms to enhance service offerings.
• Identify and collaborate with key technical resources to drive Fortinet solution development and enablement through partners.
• Contribute to building security service solutions that integrate Fortinet products into partners' portfolios.

Product Certification & Market Positioning

• Participate in homologation and certification processes for Fortinet's product portfolio, specifically SASE and SecOps solutions, within Carrier and Service Provider environments.
• Work with Business Development Managers to position Fortinet technologies effectively.
• Monitor industry trends in Managed Cybersecurity markets and contribute to strategic positioning efforts.

Technical Documentation & Training

• Develop, update, and translate technical documentation and presentations to support partners in delivering effective demonstrations of Fortinet products.
• Conduct educational initiatives, including in-person and remote training sessions (e.g., webinars), to enhance partner, reseller, and distributor knowledge of Fortinet solutions.

Public Representation & Internal Collaboration

• Represent Fortinet at public conferences, media events, and partner-driven activities.
• Collaborate with Corporate and Field Marketing teams to identify market-specific needs and drive relevant initiatives.
• Actively participate in internal engineering communities (Tech Teams, mailing lists, partner forums) and assist peers across Latam to enhance Fortinet’s success.

Continuous Learning & Professional Development

• Stay updated on Fortinet products through internal and external training, including self-paced learning modules.
• Engage in professional development to remain an expert resource for resellers, partners, and distributors.
• Work collaboratively with peers across Latam to develop market-specific initiatives that enhance customer service and strengthen Fortinet’s cybersecurity presence.

Professional Experience

• Extensive background in pre-sales technical engineering.
• Proven experience in designing, building, and supporting advanced security solutions in customer-facing environments.
• Strong expertise in the Telco, Service Provider, and MSSP sectors

Technical Skills & Expertise

• Strong network and security skills, including hands-on experience with products from top security vendors.
• Deep understanding of:
  • Network Security Enforcement – Firewall/VPN, Access, Authentication, and Privacy.
  • Network Security Management – Centralized Configuration, Administration, and Reporting.
  • Network Security Intelligence – Application-level Security, SASE, ZTNA.
• Strong understanding of common TCP/IP service protocols, including:
  • ICMP, DNS, FTP, SMTP, HTTP, SNMP, SSH, RIP, OSPF, BGP, PPTP, L2TP, 802.1q, 802.1x.
• In-depth knowledge of security technologies and protocols:
  • IPSec, SSL, 3DES, AES, SHA-1, MD5.
• Strong understanding of scripting and automation technologies, including:
  • Python, Ruby, Perl, Ansible, Java, Terraform, and general API development.
• Deep technical knowledge of Managed Security Services from leading industry vendors.
• Hands-on experience with Fortinet’s technologies is a plus.

Additional Requirements

• Availability to travel up to 40% of the time, including short-notice travel.

Other Job Requirements:

• Bilingual: Strong oral and written communication skills in Spanish and English. Portuguese is a plus.
• Bachelor / Engineering degree on Computer Science, Electronics or Telecommunication