PreSales Security Expert-Communications Service Providers

Fortinet Canada is seeking a PreSales Security Expert to support sell-through engagements with Canadian Communications Service Providers (CSPs), enabling our CSP partners to effectively position, sell, and scale Fortinet-based solutions and services to their enterprise, commercial and public sector customers.

This role is dedicated to partner enablement, co-selling, and go-to-market execution, working in close alignment with CSP partner sales, pre-sales, and delivery teams, as well as Fortinet account teams. The successful candidate will operate across enterprise security architectures and service provider delivery models, helping CSP partners successfully commercialize Fortinet solutions.

This position plays a strategic role in expanding Fortinet’s sell-through footprint, accelerating partner-led revenue, and strengthening Fortinet’s position as the strategic cybersecurity platform of choice across the Canadian CSP ecosystem.

Scope of Responsibility – CSP Sell-through & Partner Enablement

This role focuses on enabling CSP partners as a route-to-market, spanning two tightly connected domains:

Partner Enablement & Go-to-Market Execution

• Technical and commercial enablement of CSP sales, pre-sales, and delivery teams
• Support for the positioning and commercialization of existing CSP managed security and network services (MSSP), without ownership of service architecture or operational development
• Development and execution of joint go-to-market initiatives and co-selling motions
• Enablement of CSP partners to position Fortinet solutions across enterprise, cloud, and hybrid environments
• Joint customer meetings alongside CSP account teams
• Technical discovery, architecture design, demonstrations, and PoCs
• Support for complex customer environments across enterprise, cloud, and hybrid networks
• Alignment of Fortinet architectures with CSP delivery and operational models
• Strategic Partner Alignment: Develop and execute joint technical strategies with CSP partners aligned to Fortinet growth objectives, revenue targets, and pipeline generation goals.
• Technical Enablement: Deliver structured enablement sessions, workshops, and technical training to CSP sales, pre-sales, and delivery teams to accelerate technical competency and autonomy.
• Solution & Service Enablement: Enable CSP partners to effectively position, sell, and technically validate existing managed security and network services, working in close collaboration with Fortinet’s MSSP engineering teams responsible for service architecture and development.
• Co-Selling & Opportunity Support: Actively support CSP-led opportunities by providing technical discovery, solution design, demonstrations, PoCs, and technical validation in partnership with CSP account teams.
• Go-to-Market Execution: Work with Fortinet sales and marketing teams to execute joint GTM initiatives that generate pipeline and accelerate partner-driven growth.
• Competitive Differentiation: Maintain deep awareness of the competitive landscape and help CSP partners effectively position Fortinet’s differentiation in performance, integration, scalability, and operational efficiency.
• Pipeline & Forecast Contribution: Provide technical input into partner pipeline development, opportunity qualification, and forecasting accuracy.
• Operational Excellence: Maintain accurate partner, opportunity, and activity tracking in Salesforce and internal systems.
• Experience: 7–10+ years in a PreSales / Systems Engineering role within networking, cybersecurity, telecommunications, or service provider environments.
• Partner Enablement: Proven experience working with channel partners or service providers to enable sales, technical, and delivery organizations.
• Security Expertise: Solid experience with network and cloud security technologies including NGFW, IPS, VPN, DDoS protection, Zero Trust, SASE/SSE, and security operations platforms.
• Go-to-Market Orientation: Experience supporting co-selling motions, partner pipeline generation, and GTM execution.
• Communication Skills: Strong ability to communicate complex technical concepts clearly to both technical and business audiences; confident presenter in customer and partner-facing settings.
• Enterprise, Commercial, and Public Sector Customer Security Fundamentals:SD-WAN, NGFW, IPsec, SSL VPN, Zero Trust, SASE, SSENetwork security, segmentation, and secure connectivity
• Service Provider & Managed Services Concepts:Multi-tenant architecturesService-based delivery modelsHigh availability, resiliency, and scalability
• Networking Fundamentals:Routing & Switching, BGP, OSPF, MPLS, VLANs
• Additional Assets:Cloud security (public or private cloud)Automation and orchestration frameworksLarge-scale PoCs and lab environments

Customer-Facing Technical Engagement (via CSPs)

The successful candidate can seamlessly navigate between partner enablement, go-to-market execution, and customer-facing technical engagement.

Key Responsibilities

• Strategic Partner Alignment: Develop and execute joint technical strategies with CSP partners aligned to Fortinet growth objectives, revenue targets, and pipeline generation goals.
• Technical Enablement: Deliver structured enablement sessions, workshops, and technical training to CSP sales, pre-sales, and delivery teams to accelerate technical competency and autonomy.
• Solution & Service Enablement: Enable CSP partners to effectively position, sell, and technically validate existing managed security and network services, working in close collaboration with Fortinet’s MSSP engineering teams responsible for service architecture and development.
• Co-Selling & Opportunity Support: Actively support CSP-led opportunities by providing technical discovery, solution design, demonstrations, PoCs, and technical validation in partnership with CSP account teams.
• Go-to-Market Execution: Work with Fortinet sales and marketing teams to execute joint GTM initiatives that generate pipeline and accelerate partner-driven growth.
• Competitive Differentiation: Maintain deep awareness of the competitive landscape and help CSP partners effectively position Fortinet’s differentiation in performance, integration, scalability, and operational efficiency.
• Pipeline & Forecast Contribution: Provide technical input into partner pipeline development, opportunity qualification, and forecasting accuracy.
• Operational Excellence: Maintain accurate partner, opportunity, and activity tracking in Salesforce and internal systems.

Required Skills and Experience

• Experience: 7–10+ years in a PreSales / Systems Engineering role within networking, cybersecurity, telecommunications, or service provider environments.
• Partner Enablement: Proven experience working with channel partners or service providers to enable sales, technical, and delivery organizations.
• Security Expertise: Solid experience with network and cloud security technologies including NGFW, IPS, VPN, DDoS protection, Zero Trust, SASE/SSE, and security operations platforms.
• Go-to-Market Orientation: Experience supporting co-selling motions, partner pipeline generation, and GTM execution.
• Communication Skills: Strong ability to communicate complex technical concepts clearly to both technical and business audiences; confident presenter in customer and partner-facing settings.

Technical Skills (Desired)

• Enterprise, Commercial, and Public Sector Customer Security Fundamentals:SD-WAN, NGFW, IPsec, SSL VPN, Zero Trust, SASE, SSENetwork security, segmentation, and secure connectivity
• Service Provider & Managed Services Concepts:Multi-tenant architecturesService-based delivery modelsHigh availability, resiliency, and scalability
• Networking Fundamentals:Routing & Switching, BGP, OSPF, MPLS, VLANs
• Additional Assets:Cloud security (public or private cloud)Automation and orchestration frameworksLarge-scale PoCs and lab environments

Education

• Bachelor’s degree in engineering, Computer Science, or a related technical field, or equivalent practical experience.
• Industry certifications (Fortinet, networking, or security) are an asset.

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 900,000+ customers around the globe.

Fortinet strives to provide you and your family with a comprehensive benefits package. Benefits eligibility starts on your first day of hire and comprises of 100% company paid medical, dental, and vision coverage, including a Health Spending Account and a Personal Spending Account that gives you flexibility to spend where you need it the most. Our Employee & Family Assistance Plan (EFAP) offers you and your family access to various services like counseling, legal advice, mental health resources etc. We also provide critical illness, disability, and life insurance, as well as a Group Registered Retirement Savings Plan (RRSP) with a company match to help you save faster for retirement. We offer competitive Paid Time Off and flexible leave policies, including paid health days, to help you take care of yourself and your family members.

On-target earnings (OTE) for this full-time position is expected to be between $203,000 - $248,100 annually. Wage ranges are based on various factors including the labour market, job type, and job level.Exact salary offers will be determined by factors such as the candidate’s subject knowledge, skill level, qualifications, and experience.

All roles are eligible to participate in the Fortinet equity program.Bonus eligibility is reviewed at time of hire and annually at the Company’s discretion.