About Ip.Glass
Ip.glass is a specialist network, network security, and cybersecurity managed services provider based in Sydney. We are Australia’s first and only Fortinet EPSP partner with all eight Fortinet specialisations, serving enterprise clients in financial services, government, healthcare, and critical infrastructure. We are scaling from $11M to $40M revenue and building the team to get there.
The Role
You are the technical voice in the sales process. You sit alongside our Senior Account Executive and Account Manager to qualify opportunities, design solutions, and present them with confidence to CISOs, IT Directors, and network leads. You translate client problems into Fortinet and Cisco architectures, produce proposals and designs that win deals, and hand over cleanly to our delivery team.
This role exists because our Managing Director and Principal Engineer currently perform this function alongside their other responsibilities. We need a dedicated person who owns the pre-sales technical function end to end.
What you will do
Work directly with the sales team across the full sales cycle — from initial discovery through to technical close and handover to delivery. Lead technical discovery sessions with prospective and existing clients to understand their environment, challenges, and requirements.
Design network and security solutions using Fortinet Security Fabric, Cisco networking and security platforms, and Zscaler ZIA/ZPA. Produce solution designs, high-level architecture diagrams, bills of materials, and technical proposals.
Present and defend solutions to technical and executive audiences — you need to hold the room with a network engineer and with a CIO.
Build and deliver proof-of-concept and demonstration environments to support the sales process. Respond to RFPs, RFIs, and security questionnaires with accurate, compelling technical content. Size and scope managed service engagements using ip.glass’s standardised SKU catalogue. Provide technical input into pricing and commercial proposals — you don’t own the number but you own the technical justification for it.
Conduct site surveys and technical assessments where required as part of the pre-sales process. Maintain current knowledge of Fortinet, Cisco, Zscaler, and competitive product roadmaps. Support vendor partner activities — joint customer meetings, vendor events, partner technical sessions. Hand over won deals to the delivery team with complete documentation — design, BOM, scope, assumptions, and any client-specific context gathered during the sales process.
What you bring
Minimum 5 years in a pre-sales, solutions engineering, or solutions architecture role within network security or cybersecurity.
Deep hands-on experience with Fortinet Security Fabric — FortiGate, FortiSwitch, FortiAP, FortiManager, FortiAnalyzer, FortiSASE. You don’t just know the slides — you’ve configured these products.
Strong working knowledge of Cisco networking and security platforms — ISE, switching, routing, wireless controllers, and security appliances. Many of our clients run mixed Fortinet and Cisco environments, and you need to be fluent in both.
Experience designing enterprise network architectures — SD-WAN, data centre, LAN/WLAN, OT segmentation, ZTNA.
Understanding of Zscaler ZIA and ZPA is highly valued — if you don’t have it today, you’re willing to build it quickly.
Fortinet NSE4 minimum, NSE7 or higher preferred. Cisco CCNP or equivalent required. Additional certifications in security (PCNSE, CISSP, or equivalent) are a plus.
Demonstrated ability to lead technical conversations with senior IT stakeholders — CISOs, IT Directors, Heads of Infrastructure. Experience producing solution designs, architecture diagrams, and technical proposals to a professional standard. Experience working in or selling to enterprise environments in financial services, government, healthcare, or critical infrastructure. Comfortable operating in a small, fast-moving company where you own the function — there is no pre-sales team behind you, you are the pre-sales team. Strong written and verbal communication skills — your proposals and emails represent Ip.Glass.
What would set you apart
Experience with operational technology (OT) security — IT/OT segmentation, Purdue model, SCADA environments. Experience in a Fortinet partner environment — understanding deal registration, MDF, specialisation requirements, and how the Fortinet channel works. Previous experience in a managed services or MSSP environment where you’ve scoped recurring services, not just product sales. Experience with Zscaler partner pre-sales. Familiarity with SOCI Act compliance requirements for critical infrastructure clients. Experience with Cisco ISE deployments in enterprise environments — NAC, 802.1X, device posture, segmentation.
What you get
A defined, high-impact role in a company that is scaling aggressively with a clear growth plan. Direct access to the Managing Director and Principal Engineer. Collaboration with the strongest technical practitioners in the Australian Fortinet ecosystem. A portfolio of enterprise clients with long tenure and genuine technical complexity — not commodity SMB work. The opportunity to shape how Ip.Glass sells — you are building the pre-sales function, not slotting into an existing machine. Competitive compensation commensurate with experience.
Reporting and working relationships
Reports to: Managing Director. Works daily with: Senior Account Executive, Account Manager. Collaborates with: Head of Delivery (Jovana Trajkovic), engineering team. Location: Sydney office, with client site visits as required.
