Solution Architect - Higher Education - Germany

Solution Architect – Higher Education

Location: Germany

Join Fortinet, a cybersecurity pioneer with over two decades of excellence, as we continue to shape the future of cybersecurity and redefine the intersection of networking and security. At Fortinet, our mission is to safeguard people, devices, and data everywhere.

Fortinet Germany is outperforming the Security Market since several years, contributing consistent and high profitable revenue streams to Fortinet’s global success. One of the key differentiators in the market is the PreSales organization. The coverage and security technology competence level are outstanding and clearly above average vendor presence with the security industry.

The Role

In this key role a Solution Architect will work closely with Customers, Partners, Sales, and PreSales Teams, especially in the field of Higher Education (Universities). The Solution Architect's main mission will be to lead Fortinet’s solution sales approach by positioning and qualifying solution capabilities, driving the conversation about competitive differentiation and realized value, establishing access to various buying centers, and gaining trust with senior and executive stakeholders. This includes all technical matters regarding pre-sales, sales activities, and selected post-sales activities. Beyond technical aspects this role also includes security strategy, concepts, processes, and operational matters related to one or more assigned solution domains.

Your Responsibilities

• Understanding of the Fortinet portfolio with the ability to demonstrate and articulate technical and business value. Position all of Fortinet's portfolio, especially around the assigned solution domain(s) on a strategic level.
• Create sales opportunities by identifying solutions to customer problems and assist in qualifying sales leads from a technical perspective. Discover opportunities to upsell and cross-sell Fortinet solutions. Initiate and influence project decisions.
• Manage solution domain use cases, competitive intelligence, and differentiation. Maintain product integration and customization skills including relevant 3 rd party integrations.
• Lead all solution aspects of the technical sales engagement from general queries to demos, RfX, and PoC’s around solution features, specifications, and functionality to integration. Provide architecture and implementation design consultation and best practice guidance for strategic opportunities.
• Strong foundational knowledge in security and networking technology and specifically in our “core technology”, FortiOS-based products.
• Act as trusted advisor for selected accounts. Work closely with the regional escalation manager, technical support team and engineering to ensure customer's technical issues are answered and resolved.
• Collaborate with peers, Consulting System Engineers (CSE’s), Systems Engineers (Subject Matter Experts), Business Consultants, Professional Services and/or Partners on complex opportunities. Capture and manage customer requirements through the Consulting System Engineering Team to Product Management.
• Support PreSales, Sales & Channel enablement activities and events.

Required Skills & Experience

• Minimum of 8 years’ experience in networking (Campus & DC LAN, WIFI, WAN, SDN, routing, switching), and network security (Next-Gen Firewalls, Intrusion Detection, encryption protocols).
• Minimum of 5 years’ experience as IT Security Consultant or Architect with proven success.
• Strong customer focus and in depth understanding of the requirements and challenges university customers are facing – resulting in the ability to address complex technical and business requirements with a self-motivated, positive attitude and entrepreneurial mindset.
• Goal-driven and able to adapt to shifting priorities, demands and t and timelines.
• Proven ability to work independently and lead a team in a collaborative environment.
• Ability to interfa