Instructional Designer & Curriculum Developer

Fortinet · Sunnyvale

The Instructional Designer & Curriculum Developer (ID/CD) is a high-impact, foundational role within the US Sales Enablement organization. As we rapidly scale the commercial field force to onboard new sellers, SEs and leaders, this role is directly responsible for designing, developing, and executing ground-up instructional programs, digital learning paths, and interactive curriculum that accelerate time-to-revenue and drive field readiness.

This individual will replace static training materials with modern, high-engagement instructional assets across our core solutions (Secure Networking, Unified SASE, AI-SecOps), core selling methodologies, discovery/qualification frameworks, and competitive displacement strategies. The ID/CD will partner closely with Enablement leadership, Product Marketing, Business Value Advisory, Sales Tools, and frontline sales managers to bridge complex technical architecture into actionable sales execution.

Key Responsibilities

Curriculum Architecture & Content Development

Scalable Onboarding: Build and maintain scalable, ground-up onboarding curriculum and learning paths for new US Sales team members within a condensed 30-day ramp framework.
Modular Learning Assets: Design modular instructional assets covering Fortinet solutions, core sales competencies, competitive differentiation, and discovery frameworks.
Technical Translation: Translate complex technical capabilities into clear, outcome-based value propositions and field talk tracks.

Digital Learning Paths & LMS Administration

Learning Journeys: Architect, deploy, and administer digital courses, learning journeys, and multimedia modules within the Fortinet Learning Management System (LMS).
Release Management: Manage release schedules, course catalog updates, user group assignments, and curriculum tracking.
Assessment Frameworks: Implement rigorous knowledge checks, practical application exams, and rubric-based assessment gates (including Day 30 and Day 60 competency gates).

Blended Learning & Workshop Design

Interactive Workshops: Develop interactive materials for live and virtual sales workshops, including scenario-based role-plays, objection handling simulations, and competitive drills.
Enablement Toolkits: Partner with Onboarding leads and subject matter experts to design instructor-led toolkits, facilitator guides, participant workbooks, and self-paced digital prerequisites.

Cross-Functional Collaboration & Field Alignment

Product & Value Messaging: Collaborate with Business Value Advisory (BVA) and Product Marketing to transform product positioning and customer value metrics into field-ready training modules.
Platform Integration: Partner with Sales Tools and RevOps to embed platform workflows and stage exit criteria into instructional exercises.
Leadership Alignment: Engage with frontline sales leaders and Regional Directors (RDs) to ensure curriculum directly targets field execution gaps and drives measurable pipeline impact.

Measurement, Analytics & Continuous Improvement

Learning Telemetry: Establish telemetry and tracking mechanisms to evaluate learning effectiveness, knowledge retention, and skill acquisition.
KPI Alignment: Align instructional outcomes to core sales readiness KPIs, including Time-to-First-Opportunity (TTFO), conversation certification pass rates, and pipeline generation velocity.

Key Skills & Qualifications

Education & Experience

Education: Bachelor’s degree in Instructional Design, Education, Educational Technology, Communications, or a related field (or equivalent practical experience).
Experience: 3+ years of experience in instructional design, curriculum development, and technical/sales training development within high-growth B2B technology or SaaS environments (cybersecurity experience preferred).
Track Record: Demonstrated success building end-to-end sales training curricula from scratch for rapid-scaling revenue teams.

Technical & Instructional Competencies

Instructional Design: Deep expertise in modern instructional design models) and adult learning theory.
Authoring Tools: High proficiency with standard e-learning authoring tools (Articulate 360/Storyline, Rise, Adobe Captivate, Camtasia) and multimedia production tools.
LMS & Systems: Experience administering enterprise Learning Management Systems (LMS), tracking SCORM/xAPI packages, and pulling reporting/analytics.
Business Tools: Working familiarity with CRM platforms (Salesforce) and standard business productivity tools (Google Workspace, MS Office Suite).

Interpersonal & Execution Attributes

Communication: Outstanding written, visual, and verbal communication skills; ability to distill intricate technical concepts into clear, engaging, and digestible narratives.
Project Management: Proven ability to manage multiple complex curriculum projects simultaneously in a fast-paced, high-urgency environment.
Stakeholder Engagement: Strong consultative mindset with the ability to partner effectively across cross-functional leadership, technical systems engineers, and frontline quota-carrying sellers.

Fortinet offers employees a variety of benefits, including medical, dental, vision, life and disability insurance, 401(k), 11 paid holidays, vacation time, and sick time as well as a comprehensive leave program.

Wage ranges are based on various factors including the labor market, job type, and job level. Earnings for this position are expected to be $125,000 - $160,000. Exact salary offers will be determined by factors such as the candidate's subject knowledge, skill level, qualifications, experience, and geographic location.

All roles are eligible to participate in the Fortinet equity program, Bonus eligibility is reviewed at time of hire and annually at the Company’s discretion

The Instructional Designer & Curriculum Developer (ID/CD) is a high-impact, foundational role within the US Sales Enablement organization. As we rapidly scale the commercial field force to onboard new sellers, SEs and leaders, this role is directly responsible for designing, developing, and executing ground-up instructional programs, digital learning paths, and interactive curriculum that accelerate time-to-revenue and drive field readiness. This individual will replace static training materials with modern, high-engagement instructional assets across our core solutions (Secure Networking, Unified SASE, AI-SecOps), core selling methodologies, discovery/qualification frameworks, and competitive displacement strategies. The ID/CD will partner closely with Enablement leadership, Product Marketing, Business Value Advisory, Sales Tools, and frontline sales managers to bridge complex technical architecture into actionable sales execution.

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