Solutions Architect expanding cybersecurity programs for Trail of Bits, a research - driven cybersecurity firm. Building technical roadmaps, scoping engagements, and guiding strategic client accounts.
About the role
- OT Business Development Engineer leading technical engagements with customers for cybersecurity solutions. Collaborating across teams to deliver effective OT security solutions and workshops.
Responsibilities
- Lead technical engagements with customers, partners, and resellers to position Fortinet’s 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 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
- Develop and deliver technical enablement sessions (in-person and virtual) 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
- 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.
Requirements
- Strong knowledge of cybersecurity threats, network security technologies, and OT/ICS environments
- Hands-on experience with Operational Technology systems, including SCADA, ICS, and industrial protocols
- Solid understanding of networking fundamentals (L1–L7) including Routing, Switching, LAN/WAN, VPN, and network security
- Knowledge of key OT and IT protocols and technologies such as TCP/IP, IPSec, SSL, and industrial protocols
- 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 networking
- Experience designing and delivering POCs, technical workshops, and customer-facing presentations
- Strong understanding of identity and authentication systems (LDAP, RADIUS, TACACS+, Active Directory, PKI)
- Experience with Windows and/or UNIX/Linux system administration
- Industry experience in critical infrastructure sectors such as energy, utilities, oil & gas, manufacturing, mining, or transportation
- Experience working with channel partners, resellers, and distributors
- Excellent communication skills to translate complex technical concepts into business value
- Strong presentation skills engaging audiences from technical engineers to executive stakeholders
- Self-motivated, highly organized, able to manage multiple concurrent projects and priorities
- Ability to work independently while collaborating effectively across distributed teams
- Relevant technical certifications (Fortinet NSE or equivalent vendor certifications) are a plus.
Benefits
- 100% company paid medical, dental, and vision coverage
- Health Spending Account and Personal Spending Account
- Employee & Family Assistance Plan (EFAP)
- Critical illness, disability, and life insurance
- Group Registered Retirement Savings Plan (RRSP) with company match
- Competitive Paid Time Off and flexible leave policies, including paid health days
- Eligible to participate in Fortinet equity program
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