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About the role
Key responsibilities & impact- Productize SASE outcomes. Co-design managed SD-WAN, SSE, and Universal ZTNA offerings with partners — mapping capabilities to service tiers, SLAs, and multi-tenant service models that remain viable for the partner's business at scale.
- Win the technical bar. Lead architecture deep-dives, PoVs, and competitive displacements that establish Fortinet as the technical choice.
- Design for scale, not just for the pilot. Guide partners past the single-site PoV into industrialized rollout — repeatable onboarding, automated provisioning, and operational models that hold up across hundreds of tenants and sites.
- Own the integration story. Map how SASE fits into a partner's existing NOC/SOC, ticketing, billing, and orchestration stack — API and telemetry integration is as much a deal-maker as the security architecture itself.
- Speak to sovereignty with substance. Address data residency, in-country processing, and digital sovereignty requirements head-on — increasingly a hard requirement for European Telcos, public-sector-adjacent MSSPs, and regulated verticals, not a nice-to-have.
- Build the playbooks. Create reusable reference architectures and sizing tools that field SEs and partners can run without you in the room.
- Be the field's forward edge. Represent Fortinet at partner technical events, enablement sessions, and executive briefings across EMEA — translating SASE architecture into a commercial story partners can take to their own customers.
- Close the loop. Feed real deployment and competitive learnings back into our solution content, sales plays, and product teams — sharpening what the whole field organization takes to market next.
Requirements
What you’ll need- Multi-year, hands-on depth in pre-sales/sales engineering or solution architecture across networking, network security, or SASE/SSE — ideally with direct exposure to Telco or MSSP partner environments, not just direct enterprise accounts.
- Solid, hands-on grounding in SD-WAN, ZTNA, SWG, CASB, and DLP architectures, plus core networking (BGP, routing, traffic steering) and identity/auth integration (SAML, RADIUS, Entra ID, Okta).
- Working knowledge of European data and digital sovereignty requirements — data residency, in-country hosting, GDPR-adjacent constraints — and how they shape SASE architecture decisions for Telcos and public-sector-facing MSSPs.
- Real understanding of operational reality — how a service is actually monitored and supported day to day, not just how it gets sold and deployed.
- Proven experience with integration — APIs, orchestration, and telemetry pipelines that connect SASE into a partner's broader NOC/SOC and billing ecosystem.
- A track record of taking something from pilot to industrialized scale — standardized onboarding, automation, and repeatable processes across large partner or multi-tenant estates.
- Comfort discussing multi-tenant, service-provider-grade architecture — not just single-customer deployments — and translating that into a partner's own service catalogue and SLAs.
- Strong competitive fluency: able to hold your own, with credibility, against the major SASE/SSE vendors in a technical room.
- A builder-operator mindset — equally comfortable running a PoV, presenting to a partner's leadership, or writing the reference architecture doc afterward.
- Fluent English; a second major European language is a strong plus.
- Based in Europe, with willingness to travel up to 20% across the EMEA region.
Benefits
Comp & perks- Flexible work arrangements
- Professional development opportunities
ATS Keywords
✓ Tailor your resumeApplicant Tracking System Keywords
Tip: use these terms in your resume and cover letter to boost ATS matches.
Hard Skills & Tools
SASESSEZTNASWGCASBDLPBGPRoutingSAMLRADIUS
Soft Skills
Competitive FluencyBuilder-Operator Mindset