PreSales Security Expert – Communications Service Providers

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    "ExternalDescriptionStr": "<p><span style=\"font-family:&quot;Arial&quot;,sans-serif;\"><span style=\"font-size:10.0pt;\" lang=\"EN-CA\">Fortinet Canada is seeking a PreSales Security Expert to support direct (Sell-to) engagements with Canadian Communications Service Providers, working in close alignment with a Major Account Manager (MAM).</span></span></p><p><span style=\"font-family:&quot;Arial&quot;,sans-serif;\"><span style=\"font-size:10.0pt;\" lang=\"EN-CA\">This role supports both the internal enterprise (corporate) security environments of the service provider and the service provider’s network infrastructure and operational environments, requiring the ability to operate effectively across enterprise security architectures and carrier-grade network infrastructures.</span></span></p><p><span style=\"font-family:&quot;Arial&quot;,sans-serif;\"><span style=\"font-size:10.0pt;\" lang=\"EN-CA\">The ideal candidate is a hybrid SE who can address traditional enterprise use cases (NGFW, SASE, ZTNA, SSE) while also understanding the scale, performance, availability, and operational requirements unique to service provider networks, and can translate between business, security, and network infrastructure teams.</span></span></p><p><span style=\"font-family:&quot;Arial&quot;,sans-serif;\"><span style=\"font-size:10.0pt;\" lang=\"EN-CA\"><strong>Scope of Responsibility – Enterprise &amp; Service Provider Networks</strong></span></span></p><p><span style=\"font-family:&quot;Arial&quot;,sans-serif;\"><span style=\"font-size:10.0pt;\" lang=\"EN-CA\">This role spans two interconnected domains within CSP accounts:</span></span></p><p><span style=\"font-family:&quot;Arial&quot;,sans-serif;\"><span style=\"font-size:10.0pt;\" lang=\"EN-CA\">Enterprise / Corporate Network Scope</span></span></p><ul style=\"list-style-type:disc;\"><li><span style=\"font-family:&quot;Arial&quot;,sans-serif;\"><span style=\"font-size:10.0pt;\" lang=\"EN-CA\">Internal IT and corporate security environments of the service provider</span></span></li><li><span style=\"font-family:&quot;Arial&quot;,sans-serif;\"><span style=\"font-size:10.0pt;\" lang=\"EN-CA\">Enterprise security architectures including NGFW, SASE, ZTNA, and secure access</span></span></li><li><span style=\"font-family:&quot;Arial&quot;,sans-serif;\"><span style=\"font-size:10.0pt;\" lang=\"EN-CA\">User, application, and data protection use cases</span></span></li></ul><p><span style=\"font-family:&quot;Arial&quot;,sans-serif;\"><span style=\"font-size:10.0pt;\" lang=\"EN-CA\">Service Provider Network &amp; Infrastructure Scope</span></span></p><ul style=\"list-style-type:disc;\"><li><span style=\"font-family:&quot;Arial&quot;,sans-serif;\"><span style=\"font-size:10.0pt;\" lang=\"EN-CA\">Core, aggregation, and edge network infrastructure operated by the CSP</span></span></li><li><span style=\"font-family:&quot;Arial&quot;,sans-serif;\"><span style=\"font-size:10.0pt;\" lang=\"EN-CA\">Network-scale security services supporting large traffic volumes and high availability</span></span></li><li><span style=\"font-family:&quot;Arial&quot;,sans-serif;\"><span style=\"font-size:10.0pt;\" lang=\"EN-CA\">Operational environments such as NOCs, service platforms, and shared infrastructure</span></span></li></ul><p><span style=\"font-family:&quot;Arial&quot;,sans-serif;\"><span style=\"font-size:10.0pt;\" lang=\"EN-CA\">The successful candidate can context-switch seamlessly between these domains and help customers align enterprise security needs with service provider network realities.</span></span></p><p><span style=\"font-family:&quot;Arial&quot;,sans-serif;\"><span style=\"font-size:10.0pt;\" lang=\"EN-CA\"><strong>Key Responsibilities</strong></span></span></p><ul style=\"list-style-type:disc;\"><li><span style=\"font-family:&quot;Arial&quot;,sans-serif;\"><span style=\"font-size:10.0pt;\" lang=\"EN-CA\"><strong>Strategic Technical Ownership:</strong> Partner with the aligned MAM to develop and execute multi-year technical strategies and account plans aligned with customer transformation initiatives and Fortinet growth objectives.</span></span></li><li><span style=\"font-family:&quot;Arial&quot;,sans-serif;\"><span style=\"font-size:10.0pt;\" lang=\"EN-CA\"><strong>Customer Technical Engagement:</strong> Act as the primary technical point of contact for assigned CSP accounts, engaging with network, security, cloud, and operations teams to understand requirements and influence architectural decisions.</span></span></li><li><span style=\"font-family:&quot;Arial&quot;,sans-serif;\"><span style=\"font-size:10.0pt;\" lang=\"EN-CA\"><strong>Solution Architecture &amp; Design:&nbsp;</strong>Design end-to-end architectures for complex service provider environments, including large-scale networks, hybrid/multi-cloud, managed security services, and enterprise customer offerings.</span></span></li><li><span style=\"font-family:&quot;Arial&quot;,sans-serif;\"><span style=\"font-size:10.0pt;\" lang=\"EN-CA\"><strong>Sales Support &amp; Execution:</strong> Support all technical aspects of the sales cycle including discovery, solution positioning, demonstrations, proof-of-concepts (PoCs), technical validation, and deal closure.</span></span></li><li><span style=\"font-family:&quot;Arial&quot;,sans-serif;\"><span style=\"font-size:10.0pt;\" lang=\"EN-CA\"><strong>Executive &amp; Architectural Influence:</strong> Confidently present Fortinet’s technical vision and differentiation to senior technical leaders and executives through workshops, whiteboarding sessions, and executive briefings.</span></span></li><li><span style=\"font-family:&quot;Arial&quot;,sans-serif;\"><span style=\"font-size:10.0pt;\" lang=\"EN-CA\"><strong>Cross-Functional Collaboration:&nbsp;</strong>Work closely with Fortinet teams, specialist overlays, marketing, and services to build compelling, differentiated solutions tailored to CSP requirements.</span></span></li><li><span style=\"font-family:&quot;Arial&quot;,sans-serif;\"><span style=\"font-size:10.0pt;\" lang=\"EN-CA\"><strong>Competitive Differentiation:</strong> Maintain deep awareness of the competitive landscape and articulate Fortinet’s advantages in performance, integration, scalability, and operational efficiency.</span></span></li><li><span style=\"font-family:&quot;Arial&quot;,sans-serif;\"><span style=\"font-size:10.0pt;\" lang=\"EN-CA\"><strong>Pipeline &amp; Forecast Support:&nbsp;</strong>Provide technical input to pipeline development, opportunity qualification, and forecasting accuracy in partnership with the MAM.</span></span></li><li><span style=\"font-family:&quot;Arial&quot;,sans-serif;\"><span style=\"font-size:10.0pt;\" lang=\"EN-CA\"><strong>Operational Excellence:&nbsp;</strong>Maintain accurate technical opportunity data, activities, and account information in Salesforce and other internal systems.</span></span></li></ul><p><span style=\"font-family:&quot;Arial&quot;,sans-serif;\"><span style=\"font-size:10.0pt;\" lang=\"EN-CA\"><strong>Required Skills and Experience</strong></span></span></p><ul style=\"list-style-type:disc;\"><li><span style=\"font-family:&quot;Arial&quot;,sans-serif;\"><span style=\"font-size:10.0pt;\" lang=\"EN-CA\"><strong>Experience:</strong> 7–10+ years in a PreSales / Systems Engineering role within networking, cybersecurity, telecommunications, or service provider environments.</span></span></li><li><span style=\"font-family:&quot;Arial&quot;,sans-serif;\"><span style=\"font-size:10.0pt;\" lang=\"EN-CA\"><strong>Service Provider Expertise:</strong> Strong understanding of CSP architectures, including large-scale routing and switching, WAN, data center, cloud connectivity, and security services.</span></span></li><li><span style=\"font-family:&quot;Arial&quot;,sans-serif;\"><span style=\"font-size:10.0pt;\" lang=\"EN-CA\"><strong>Security Knowledge:</strong> Solid experience with network security technologies such as NGFW, IPS, VPN, DDoS protection, Zero Trust, SASE/SSE, and security operations platforms.</span></span></li><li><span style=\"font-family:&quot;Arial&quot;,sans-serif;\"><span style=\"font-size:10.0pt;\" lang=\"EN-CA\"><strong>Sales Alignment:&nbsp;</strong>Proven experience supporting direct enterprise sales teams, working closely with account managers to drive technical wins and long-term account growth.</span></span></li><li><span style=\"font-family:&quot;Arial&quot;,sans-serif;\"><span style=\"font-size:10.0pt;\" lang=\"EN-CA\"><strong>Communication Skills:</strong> Strong ability to communicate complex technical concepts clearly to both technical and non-technical audiences; confident presenter in customer-facing and executive settings.</span></span></li><li><span style=\"font-family:&quot;Arial&quot;,sans-serif;\"><span style=\"font-size:10.0pt;\" lang=\"EN-CA\"><strong>Problem Solving:</strong> Demonstrated ability to analyze customer challenges, design scalable solutions, and adapt approaches in complex, matrixed environments.</span></span></li><li><span style=\"font-family:&quot;Arial&quot;,sans-serif;\"><span style=\"font-size:10.0pt;\" lang=\"EN-CA\"><strong>Autonomy &amp; Collaboration:&nbsp;</strong>Self-driven professional comfortable working independently while collaborating across sales, engineering, and leadership teams.</span></span></li></ul><p><span style=\"font-family:&quot;Arial&quot;,sans-serif;\"><span style=\"font-size:10.0pt;\" lang=\"EN-CA\"><strong>Technical Skills (Desired)</strong></span></span></p><ul style=\"list-style-type:disc;\"><li><span style=\"font-family:&quot;Arial&quot;,sans-serif;\"><span style=\"font-size:10.0pt;\" lang=\"EN-CA\">Deep understanding of CSP fundamentals:</span></span><ul style=\"list-style-type:circle;\"><li><span style=\"font-family:&quot;Arial&quot;,sans-serif;\"><span style=\"font-size:10.0pt;\" lang=\"EN-CA\">Carrier-grade networking concepts such as high availability, redundancy, traffic scale, and network segmentation</span></span></li><li><span style=\"font-family:&quot;Arial&quot;,sans-serif;\"><span style=\"font-size:10.0pt;\" lang=\"EN-CA\">Routing &amp; Switching, BGP, OSPF, MPLS, VLANs</span></span></li><li><span style=\"font-family:&quot;Arial&quot;,sans-serif;\"><span style=\"font-size:10.0pt;\" lang=\"EN-CA\">Firewalling, IPsec, SSL VPN, Zero Trust, SASE</span></span></li><li><span style=\"font-family:&quot;Arial&quot;,sans-serif;\"><span style=\"font-size:10.0pt;\" lang=\"EN-CA\">Authentication &amp; encryption concepts (PKI, RADIUS, certificates)</span></span></li></ul></li><li><span style=\"font-family:&quot;Arial&quot;,sans-serif;\"><span style=\"font-size:10.0pt;\" lang=\"EN-CA\">Experience with one or more of the following is an asset:</span></span><ul style=\"list-style-type:circle;\"><li><span style=\"font-family:&quot;Arial&quot;,sans-serif;\"><span style=\"font-size:10.0pt;\" lang=\"EN-CA\">Managed Security Services (MSSP) enablement</span></span></li><li><span style=\"font-family:&quot;Arial&quot;,sans-serif;\"><span style=\"font-size:10.0pt;\" lang=\"EN-CA\">Cloud security (public or private cloud)</span></span></li><li><span style=\"font-family:&quot;Arial&quot;,sans-serif;\"><span style=\"font-size:10.0pt;\" lang=\"EN-CA\">Large-scale PoCs or lab environments</span></span></li><li><span style=\"font-family:&quot;Arial&quot;,sans-serif;\"><span style=\"font-size:10.0pt;\" lang=\"EN-CA\">AI-driven security operations or automation</span></span></li><li><span style=\"font-family:&quot;Arial&quot;,sans-serif;\"><span style=\"font-size:10.0pt;\" lang=\"EN-CA\">Familiarity with multi-tenant environments and service-based architectures</span></span></li></ul></li></ul><p><span style=\"font-family:&quot;Arial&quot;,sans-serif;\"><span style=\"font-size:10.0pt;\" lang=\"EN-CA\"><strong>Education</strong></span></span></p><ul style=\"list-style-type:disc;\"><li><span style=\"font-family:&quot;Arial&quot;,sans-serif;\"><span style=\"font-size:10.0pt;\" lang=\"EN-CA\">Bachelor’s degree in engineering, Computer Science, or a related technical field, or equivalent practical experience.</span></span></li><li><span style=\"font-family:&quot;Arial&quot;,sans-serif;\"><span style=\"font-size:10.0pt;\" lang=\"EN-CA\">Industry certifications (Fortinet, networking, or security) are an asset.</span></span></li></ul><p>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 &amp; 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. This job posting represents an existing vacancy.</p><p>All roles are eligible to participate in the Fortinet equity program. &nbsp;Bonus eligibility is reviewed at time of hire and annually at the Company’s discretion.</p><p>Why Join Us:<br>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. &nbsp;</p><p>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 660,000+ customers around the globe.&nbsp;</p>",
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