Matt White

Initiator
DISC Type : Di

Enterprise SE at Fortinet

Greater Boston, United States

Overview

With over two decades in application networking and security, Matt is a Senior Sales Engineer at Fortinet. He specializes in designing innovative solutions using large language models and modern application architectures, holding prestigious certifications including seven CCIEs and a CCDE.

Matts passion for technology extends into his personal time, where he builds and maintains a home lab environment. He actively works on network refresh projects for his own setup and others, experimenting with technologies like VMware and Proxmox.

Unique Fact: Matt has achieved the highly difficult Cisco Certified Internetwork Expert (CCIE) certification an impressive seven times.

Personality Overview

Friendly Challenger

Impact-Oriented

Risk-Accepting

They measure a product on its merit but can be influenced by strong testimonials.  They usually prefer to drive the conversation. They respond well to objective pitches but also attach some value to relationships.

Topics They Care About

Large Language Models
His role involves designing and implementing solutions that leverage LLMs within modern application and security architectures.
Application Security
His professional background spans over twenty years in application networking and security, a core part of his expertise at Fortinet and previously at Broadcom.
Network Modernization
He recently documented refreshing multiple networks, moving away from Meraki due to performance issues, showing an interest in finding better solutions.

Media Appearances

Matt has no verified media appearances

Work History

4-2025
Enterprise SE at Fortinet
11-2023 - 4-2025
Principal Solutions Architect at Broadcom
2021 - 11-2023
Staff Solution Engineer at VMware
2021 - 2021
Sales Engineer at Zscaler
2019 - 2021
Consulting Systems Engineer at Cisco Meraki

Education

Matt has no verified education history

More Information

Social Presence :

Prographics :

Exp : 23 Location : Greater Boston, United States Job Level : N/A Designation : Enterprise SE at Fortinet
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Insights For Selling To Matt

During A Call Or A Meeting

DO's

  • Refer to testimonials from well known people to highlight the value of your product
  • Keep your pitch focused on the impact but insert some anecdotes into it
  • Look like someone who is on top of their game

DONT's

  • Avoid focusing only on the product or its ROI, keep building trust subtly
  • Don’t be too verbose or overly friendly; a little bit, however, is fine
  • Don't be unorganized, be prepared for the pitch

When Cold Calling

When Writing An Email

While Negotiating & Closing

    The secret to closing fast with Matt is

  • Confidence in the product’s value is critical, followed by relationship and a sense of achievement.
  • Will you ever get a clear answer from Matt

  • They will not hesitate to say no if they do not develop conviction.

Insights For Deal Planning

    How fast (or slow) will Matt move?

  • If they develop confidence in your product and you, then they can make fast decisions.
  • Can Matt take some risk or not?

  • If necessary, they have the ability to take risky decisions.

You And Matt

Personality Compatibility


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