Note: The job is a remote job and is open to candidates in USA. Fortra is hiring a Strategic Account Executive, Data Security to lead the pursuit and capture of its largest strategic Data Security opportunities across the Americas. The role coordinates sales, technical, product, partner, and executive resources; develops customer strategies across DSPM, Data Classification, and DLP; and maintains a shadow forecast for strategic opportunities.
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
Skills
- 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
Benefits
- 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
- Commission
- Fully remote work
Company Overview