Senior Pre-Sales Engineer

AirGap Labs

IT Infrastructure & Security | Fortinet Engage Preferred Partner

WE'RE HIRING

Senior Pre-Sales Engineer

Supports: Fortinet Hardware • Professional Services • Managed Services • Multi-Cloud

Irvine, CA (Hybrid) • Full-Time • Reports to VP of Sales

Location

Irvine, CA — 530 Technology Dr, Suite 100 (Hybrid)

Supports

Fortinet hardware & licensing, professional services, managed services, multi-cloud solutions

Comp

Competitive base + performance bonus

Reports To

VP of Sales / Sales Engineering Lead

About AirGap Labs

AirGap Labs is a premier engineering firm that designs, deploys, and supports secure, highly available IT infrastructure. For over 13 years we've delivered enterprise networking, cloud infrastructure, cybersecurity, and 24×7 managed services for organizations that cannot afford to get it wrong.

We are a Fortinet Engage Preferred Services Partner (EPSP) — the 3rd such partner in the U.S. and an invitation-only designation that certifies us to operate as an extension of Fortinet's own professional services team. We also hold the Fortinet OT Badge, the only firm west of the Mississippi with that credential.

13+ yrs

Engineering secure infrastructure

3rd

Fortinet EPSP partner in the US

24/7

Monitoring, SOC & response

6

Core service pillars

The Opportunity

AirGap Labs is hiring a Senior Pre-Sales Engineer to serve as the technical backbone of our sales organization across our full Fortinet-centric portfolio: hardware and licensing (FortiGate NGFW, SD-WAN, FortiAP/Wi-Fi, FortiSwitch, and the broader Security Fabric), professional services (network architecture, zero-trust deployments, multi-cloud migrations, OT/AI security projects), and managed services (24×7 monitoring, SOC, patch/firmware management, follow-the-sun support).

This is a customer-facing, technically demanding role for someone who can translate complex infrastructure and security requirements into credible, well-scoped solutions — partnering closely with our Account Executives to win and grow business across mid-market and enterprise accounts.

What You'll Do

  1. Partner with Account Executives throughout the sales cycle, acting as the primary technical resource on customer calls, discovery sessions, and demos
  2. Design and present tailored solution architectures spanning SD-WAN, zero-trust security, multi-cloud (AWS, Azure, OCI, GCP), OT environments, and managed infrastructure
  3. Lead technical discovery to understand a prospect's current environment, pain points, and compliance/security requirements
  4. Build and deliver product demonstrations, proofs of concept (POCs), and pilot deployments, including for Fortinet-based security solutions and the AI-Sentinel security pipeline
  5. Respond to RFPs/RFIs with accurate, technically detailed, and competitively positioned proposals
  6. Scope and estimate solution designs, including emergency connectivity kit deployments for public safety, disaster recovery, and field operations use cases
  7. Draft Statements of Work (SOWs), translating solution designs into clear scope, deliverables, timelines, assumptions, and pricing that set up smooth handoffs to delivery teams
  8. Serve as a trusted technical advisor, addressing objections around security, latency, compliance (e.g., FEMA NIMS, zero-trust standards), and integration complexity
  9. Mentor junior pre-sales staff and help standardize demo environments, proposal templates, and SOW scoping practices across the team
  10. Work closely with Fortinet's SE and channel teams on joint technical presentations, deal support, and access to lab/demo resources
  11. Stay current on Fortinet's security fabric, cloud-native architectures, and emerging AI security threats/frameworks (e.g., MITRE ATLAS)

What You Bring

  1. 5+ years of pre-sales engineering, sales engineering, or solutions architecture experience, ideally in networking, cybersecurity, or cloud infrastructure
  2. Proven track record supporting sales of Fortinet, or a directly comparable NGFW/SD-WAN/SASE platform (Palo Alto, Cisco Meraki, Check Point, Juniper, Aruba)
  3. Solid working knowledge of networking fundamentals (SD-WAN, firewalls, VPNs) and security concepts (zero-trust, network segmentation, threat detection)
  4. Hands-on familiarity with at least one major cloud platform (AWS, Azure, OCI, or GCP); multi-cloud experience a strong plus
  5. Strong proposal writing, RFP response, and SOW drafting experience
  6. Comfortable presenting, demoing, and whiteboarding live in front of technical and executive audiences
  7. Experience supporting sales into regulated or high-availability environments (healthcare, finance, public sector, critical infrastructure/OT) is a plus
  8. Bonus: familiarity with OT/ICS environments, emergency/field connectivity solutions, or AI security tooling
  9. Relevant certifications (Fortinet NSE, cloud certifications, CISSP, etc.) are a plus but not required at hire

Why AirGap Labs

Sell from a position of strength as a Fortinet Engage Preferred Services Partner — an elite, invitation-only designation held by very few firms nationally. Our differentiators are hard to match: the only Fortinet OT Badge holder west of the Mississippi, plus proprietary offerings like the Emergency Connectivity Kit and AI-Sentinel AI security pipeline.

The portfolio is broad and technically rich — hardware, professional services, and 24×7 managed services — giving you a wide range of problems to solve for every account, backed by direct access to Fortinet's SE and channel teams, and a tenured engineering team that makes it easy to scope and deliver credible, complex solutions.

How to Apply

Send your resume and a short note on your pre-sales or network security engineering background to sales@airgaplabs.com.

AirGap Labs is an equal opportunity employer.

AirGap Labs • Irvine, CA • airgaplabs.com

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