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Strategic Account Executive, Data Security
Fortra
Remote, USA
Full-time
Mid
Remote
Discovered 4 days ago
Negotiation
Key Skills for This Role
Negotiation
Full Job Posting
QUALIFICATIONS
- Bachelor’s degree or equivalent professional experience.
- Seven or more years of enterprise cybersecurity, data security, SaaS, or related technology sales experience.
- Demonstrated experience selling or leading complex opportunities involving DSPM, Data Classification, DLP, data governance, insider risk, cloud security, or related data-security solutions.
- Proven success meeting or exceeding quota and closing complex enterprise opportunities.
- Experience leading strategic pursuit and capture motions involving multiple stakeholders, products, technical teams, partners, and executive sponsors.
- Strong understanding of data-security challenges across cloud, endpoint, network, SaaS, hybrid, and regulated environments.
- Ability to understand technical solution architecture and customer requirements at a level stronger than a typical account executive, while partnering effectively with highly capable Sales Engineers.
- Demonstrated ability to coach and influence AEs, SAMs, SEs, Product Management, and partners without direct authority.
- Strong consultative selling, discovery, workshop facilitation, business-case development, executive engagement, and negotiation skills.
- Experience creating opportunity-selection criteria, pursuit plans, capture strategies, qualification frameworks, and close plans.
- Demonstrated ability to lead customer workshops, evaluations, proof-of-value activities, and complex buying processes.
- Experience selling both individual security products and integrated or multi-product solutions.
- Experience partnering with Product Management and serving as a conduit for customer and market feedback.
- Ability to develop repeatable sales plays and operating processes for a new strategic overlay function.
- Ability to maintain a reliable shadow forecast and provide disciplined opportunity inspection.
- Excellent presentation, written, verbal communication, and cross-functional leadership skills.
- Strong organization and time-management skills, with the ability to manage multiple strategic pursuits across the Americas.
- Ability to travel for customer, partner, and internal meetings as needed.
- Compensation: 150,000 USD - 170,000 USD + Comission
- Ready to join us?
- At Fortra, our compensation philosophy prioritizes fair market value and internal equity, aligning with your experience and specialized skill set.
- As a full-time, exempt employee at Fortra, you’ll enjoy a comprehensive benefits package that includes:
- Health, dental, and vision coverage as of hire
- Immediate enrollment in 401(k), HSA, and FSA plans
- Flexible PTO policy
- Tuition and personal enrichment reimbursement
- Option to enroll in ID Theft Protection Program
- At Fortra, work is only part of the story. Explore what Life at Fortra is all about, from perks that support holistic wellbeing to a culture that keeps you connected and empowered to make an impact beyond the job.
- Visit our website to learn more about why employees choose to work for Fortra. Remember to connect with us on LinkedIn. As an EEO/Affirmative Action Employer, all qualified applicants will receive consideration for employment without regard to race, color, religion, sex, national origin, sexual orientation, gender identity, veteran or disability status.
- Visit our website to learn more about why employees choose to work for Fortra. Remember to connect with us on LinkedIn.
- As an EEO/Affirmative Action Employer, all qualified applicants will receive consideration for employment without regard to race, color, religion, sex, national origin, sexual orientation, gender identity, veteran or disability status.
Responsibilities
- Identify, qualify, and prioritize strategic Data Security opportunities across the Americas.
- Establish criteria for nominating new-logo pursuits and existing-customer expansion opportunities.
- Focus on sizable opportunities, generally $100,000 or more, and major new logos with substantial expansion potential.
- Serve as the pursuit and capture leader for approved strategic Data Security opportunities.
- Help AEs and SAMs define the customer problem, business impact, risk drivers, buying process, decision criteria, stakeholders, competitive environment, and path to close.
- Develop and lead pursuit strategies across DSPM, Data Classification, DLP, and related Data Security use cases.
- Position individual solutions and bundled Data Security approaches based on customer requirements and maturity.
- Design and lead customer workshops for Data Security prospects and customers, including single-product entry workshops that can lead to broader platform opportunities.
- Partner with Data Security Sales Engineers to define technical agendas, validate requirements, conduct evaluations, and establish implementation approaches.
- Lead opportunity strategy across discovery, qualification, business-case development, workshops, trials, proof-of-value activities, RFPs, negotiations, and close.
- Coordinate the resources required for strategic pursuits, including AEs, SAMs, SEs, Product Management, Customer Success, partners, executives, and delivery teams.
- Develop repeatable pursuit and capture processes for strategic Data Security opportunities.
- Coach AEs, SAMs, SEs, and other sales resources on Data Security discovery, positioning, qualification, competitive strategy, and executive engagement.
- Support Data Security opportunities in BFSI, Healthcare, SLED, and other strategic markets where regulatory, compliance, cloud, and sensitive-data requirements create demand.
- Support FedRAMP-related Data Security opportunities in SLED, Healthcare, and BFSI where applicable.
- Lead strategic end-user meetings and key partner engagements.
- Establish a regular communication cadence with Product Management and provide actionable feedback on customer needs, product gaps, integrations, roadmap priorities, competitive positioning, and market requirements.
- Maintain a shadow forecast for strategic Data Security opportunities and provide regular deal inspection, risk assessment, and close-plan updates.
- Report on sourced revenue, influenced revenue, strategic opportunity progression, expansion activity, and forecast risk.
- Maintain accurate opportunity activity, account plans, pursuit plans, workshop plans, and forecast information in CRM and required systems.
- Perform other duties as assigned.
About Fortra
Software & SaaS3076 employeesFounded 1982
Private cybersecurity company providing offensive and defensive security software and services to organizations worldwide.
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