OT Business Development Solutions Consultant West

Fortinet View all jobs

  • Vancouver, BC
  • $203,000-248,100 per year
  • Permanent
  • Full-time
  • 21 days ago
Job Category: Systems EngineeringDegree Level: Bachelor's DegreeJob Description:Join Fortinet, a cybersecurity pioneer with over two decades of excellence, as we continue to shape the future of cybersecurity and redefine the intersection of networking and security. At Fortinet, our mission is to safeguard people, devices, and data everywhere. We are currently seeking a dynamic OT Business Development Engineer to contribute to the success of our rapidly growing business.As an OT Business Development Engineer, you will:
  • Lead technical engagements with customers, partners, and resellers to position Fortinet's Operational Technology (OT) and Critical Infrastructure Security solutions
  • Act as the technical subject matter expert (SME) for OT security, supporting Sales, Pre-Sales Engineers, and partners throughout the sales cycle
  • Drive technical discovery sessions to understand customer OT/ICS environments (SCADA, PLCs, DCS) and align Fortinet solutions to business and operational requirements
  • Design and deliver technical demonstrations, workshops, and proof-of-concepts (POCs) to validate solution value and accelerate deal closure
  • Collaborate with Account Managers and Business Development teams to identify, qualify, and develop OT-focused opportunities and pipeline
  • Support partners and resellers in architecting and positioning OT security solutions, ensuring alignment with Fortinet best practices and reference architectures
  • Develop and deliver technical enablement sessions (in-person and virtual) for internal teams, partners, and customers to increase OT security competency
  • Create and maintain technical collateral, competitive positioning material, and demo assets to support field teams and partner ecosystem
  • Provide guidance on solution design, sizing, and architecture for complex OT environments, ensuring successful deployment in real-world scenarios
  • Act as a technical escalation point for strategic opportunities and critical customer engagements
  • Represent Fortinet as a technical evangelist at industry events, conferences, and customer briefings focused on OT and critical infrastructure
  • Collaborate with Product Management and Marketing teams to provide field feedback and influence OT product strategy and go-to-market initiatives
We Are Looking For:Strong knowledge of cybersecurity threats, network security technologies, and OT/ICS environmentsHands-on experience with Operational Technology systems, including SCADA, ICS, and industrial protocolsSolid understanding of networking fundamentals (L1-L7) including Routing, Switching, LAN/WAN, VPN, and network securityKnowledge of key OT and IT protocols and technologies such as:
  • TCP/IP (ICMP, DNS, HTTP, SNMP, SSH, etc.)
  • Security and networking protocols (IPSec, SSL, IKE, 802.1x, 802.1q)
Industrial protocols (Modbus, OPC, DNP3)Familiarity with OT security frameworks and standards (IEC 62443, NERC CIP, NIST)5+ years of experience in pre-sales engineering, sales engineering, or technical business development within cybersecurity or networkingExperience designing and delivering POCs, technical workshops, and customer-facing presentationsStrong understanding of identity and authentication systems (LDAP, RADIUS, TACACS+, Active Directory, PKI)Experience with Windows and/or UNIX/Linux system administrationIndustry experience in critical infrastructure sectors such as energy, utilities, oil & gas, manufacturing, mining, or transportation is highly preferredExperience working with channel partners, resellers, and distributorsExcellent communication skills with the ability to translate complex technical concepts into business valueStrong presentation skills with experience engaging audiences ranging from technical engineers to executive stakeholdersSelf-motivated, highly organized, and able to manage multiple concurrent projects and prioritiesAbility to work independently while collaborating effectively across distributed teamsRelevant technical certifications (Fortinet NSE or equivalent vendor certifications) are a plusEducation:Bachelor Degree or equivalent experience.The Canada base salary range 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.This job posting represents an existing vacancy.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.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.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 890,000+ customers around the globe.About Us:Fortinet (NASDAQ: FTNT) secures the largest enterprise, service provider, and government organizations around the world. Fortinet empowers its customers with intelligent, seamless protection across the expanding attack surface and the power to take on ever-increasing performance requirements of the borderless network - today and into the future. Only the Fortinet Security Fabric architecture can deliver security without compromise to address the most critical security challenges, whether in networked, application, cloud or mobile environments. Fortinet ranks number one in the most security appliances shipped worldwide and more than 500,000 customers trust Fortinet to protect their businesses.We are committed to providing reasonable accommodations for all qualified individuals with disabilities. If you require assistance or accommodation due to a disability, please contact us at accommodations@fortinet.com.Fortinet is an equal opportunity employer. We value diversity in our company, and all qualified applicants will receive consideration for employment without regard to race, color, religion, sex, sexual orientation, gender identity, national origin, disability, age, military/veteran status or any other applicable legally protected characteristics in the location in which the candidate is applying.

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