A channel sales engineer is the face of Fortinet to many of our channel partners. Fortinet channel sales engineers (SEs) are responsible for technical enablement with our channel partners, helping them maximize the opportunity with Fortinet Security Fabric solutions. Vincent Delbar, who has been with Fortinet for close to 10 years, is one such dedicated channel sales engineer.

Vincent wasn't always an SE. Before Fortinet, he worked as a security presales specialist, providing technical support for sales reps and their customers. Vincent says that his prior experience working with different cybersecurity solutions gave him the knowledge he needed to better understand how they benefited customers, an ideal skill that he has used since becoming a channel sales engineer. Recently, Vincent shared his thoughts on being a channel sales engineer and why he loves working at Fortinet.

What did your career path look like prior to becoming a channel sales engineer (SE) at Fortinet?

Vincent Delbar (VD): I was a security presales specialist at Dell, where I would assist sales reps and their customers with cybersecurity solutions ranging from endpoints to firewalls, and everything in between. In that role, I made it a point to get as well-certified on as many security solutions as possible to better understand what solutions existed and how they would benefit customers. One solution that I fell in love with was the Fortinet solution and, well... the rest is history!

What does your role look like as a channel sales engineer? 

VD: I live and breathe enablement. Training new-hire teams with Security 101 whiteboard sessions, seeking out and assisting SEs down their NSE certification path. Hosting Fortinet Fast Track sessions as a gateway to becoming more comfortable with the products. Doing 1x1 sessions for AEs and sales engineers who want to go deeper into cybersecurity but are afraid to ask in a group setting. Doing demos of our products. Determining how to size and build BOMs for SEs and being the conduit between Fortinet sellers and my Partner's sellers so they're better aligned. I also hold office hours to gain the trust of the partner so that they're comfortable to come to you for anything.

How does a Fortinet channel sales engineer benefit a partner? 

VD: Fortinet has grown tremendously over the 10 years I've been here, and that means there is a lot to know and navigate. Being that person to help my partner keep up with the ever-changing product portfolio is a big part of my role. On top of all the activities mentioned above, we are continually training ourselves (within Fortinet) on the solutions as they evolve, and new ones are added. It's near impossible for a partner to keep up with that pace and speed, especially with all of the other solutions they must know outside of Fortinet. So having a Fortinet channel SE is a must.

Why is the Fortinet channel sales team necessary?

VD: As a channel-led company, we wouldn't be where we are today, one of the largest cybersecurity companies in the world, without the help and growth of our partners. The channel plays such an integral part. So to support this, and to help our partners grow with us, the channel sales team is dedicated to building trusted relationships with our partners and is a resource for helping them navigate Fortinet. They seek to understand the partner's business and help them put their best foot forward, and they do this in several ways: understanding the partner's strengths and specializations, bringing the necessary resources to bear to train and develop partner reps, aligning Fortinet and partner leaders, aligning account managers, providing marketing and demand-gen support, providing deal support, promoting the partner within Fortinet, and ultimately, acting as a point of contact for anything the partner needs relating to Fortinet. In a nutshell, they help connect the dots.

What makes the Fortinet channel sales engineering team unique? 

VD: 'All egos are checked at the door.' I remember this quote from my manager when I first joined the team, and it still holds true. While we often are focused on our partners and enabling them in any which way we can think of, we are all eager to help each other and make sure that we all succeed. I'd also add that it holds true when engaging with our partners. Knowing your audience, from sellers to engineers, and understanding that they're all at different stages of their cybersecurity journey, and being a friendly face willing to help regardless of how simple or difficult the problem is goes a long way in building that relationship with the partner.

Learn more about Fortinet's Engage Partner program and how your organization can benefit by joining. Current partners can visit the Partner Portal to find important updates from Fortinet and our partner program.