Operational Technology, SME

The OT OEM SME will work closely with the assigned ICS vendors partners to drive Fortinet OT market growth. The OT OEM SME will help assigned ICS vendor partners to design OT Security services leveraging Fortinet Fabric solutions. In addition this role will support the respective sales/channel organizations in all technical OT matters regarding pre-sales and sales activities. This role will own the technical partner relationship and will be the technical go-to person for all Fortinet requirements.

Responsibilities:

• Support the qualification of OT opportunities demonstrating subject matter expertise.
• OT SME resource to support partners sale cycle activities.
• Increase share of wallet with Fortinets solutions visibility and influence within the assigned ICS vendors
• Establish rapport and SME level to develop productive and professional relationships with key personnel to influence the use of more Fortinet solutions.
• Understand partners core value proposition and go to market strategy to support them at a different level of the organization.
• Provide feedback to the development of the ICS security solutions & services.
• Build repeatable value propositions to replicate across different sectors.
• Support partners to drive and align on value propositions to win large projects.
• Provide OT security solutions training.
• Work with Marketing Product Development and Engineering to enhance Fortinets solutions based on feedback from end users and market dynamics.

Required Skills:

• 8 10 years of experience in OT Security technical/pre-sales support.
• 5 7 years of experience in complex consultative solution sales and OT Security service delivery.
• 8 - 10 years of experience in PLCs DCS SCADA HMI and related control systems across different market segments (e.g. O&G W&WW Automotive Power Gen F&B Mining and Critical Manufacturing).
• Experience in applying OT/ICS Security standards and guidelines including NIST 800-82R2 ISA/IEC 62443 NIST CSF as well as ISA 95 manufacturing guidelines (Purdue Reference Model) and Industry 4.0 Digitalization IT/OT convergence initiatives.
• Strong understanding of OT networking topologies and protocols from different ICS vendors and security architectures in both continuous and discrete process industries.
• Experience in building successful business and business development plans.
• Experience in the ICS Vendor space either working for an ICS Vendor.
• Excellent written and verbal communication skills and able to speak English fluently.
• Excellent presentation skills.
• Candidate must thrive in a fast-paced ever-changing environment.
• Competitive self-starter team player.

Education:

• Bachelors degree orequivalent experience. Graduate Degree a plus.
• OT Security certifications
• IT Security & Networking certifications

Fortinet offers employees a variety of benefits including medical dental vision life and disability insurance 401(k) 11paid holidays vacation time and sick time as well as a comprehensive leave program.

Wage ranges are based on various factors including the labor market job type and job level. On target earnings for this position is expected to be $237500 - $307300 per salary offers will be determined by factors such as the candidates subject knowledge skill level qualifications experience and geographic location.

All roles are eligible to participate in the Fortinet equity program and this position is also eligible for commissions based on the terms of the Sales Compensation Plan