OT Business Development Engineer East

As anOT Business Development Engineer, you will:

• Lead technical engagements with customers, partners, and resellers to position Fortinets 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 environments

• Hands-on experience with Operational Technology systems, including SCADA, ICS, and industrial protocols

• Solid understanding of networking fundamentals (L1 6L7) including Routing, Switching, LAN/WAN, VPN, and network security

• Knowledge 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 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 is highly preferred

• Experience working with channel partners, resellers, and distributors

• Excellent communication skills with the ability to translate complex technical concepts into business value

• Strong presentation skills with experience engaging audiences ranging from technical engineers to executive stakeholders

• Self-motivated, highly organized, and 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

• Bilingual (English/French) is required

Education:

• Bachelor Degree or equivalent experience.

This job posting represents an existing vacancy.