Strategic Account Executive, Data Security

🕒 vor 10 Tagen

🌵 Arizona, Connecticut, +5 weitere Bundesländer – Remote

🌵 Arizona – Remote 🦌 Connecticut – Remote 🏖️ New Jersey – Remote 🗽 New York – Remote ❄️ Minnesota – Remote 🤠 Texas – Remote ⛷️ Utah – Remote

💵 $150.000 - $170.000 / Jahr

⏰ Vollzeit

🟠 Senior

🔴 Experte

🧑‍💼 Vertriebsmitarbeiter

👻 Geisterscore 0%

Was es bedeutet: die Wahrscheinlichkeit, dass für diese Stelle niemand wirklich einstellt.So liest du es: 60 % oder höher heißt, wir halten das für einen Geisterjob. Niedrigere Werte sind weniger bedenklich.Wie wir werten: Dauer offen, Neuveröffentlichungen, offene Stellen vs Teamgröße, wie schnell Stellen geschlossen werden, und ob ein Gehalt angegeben ist.Hinweis: eine Schätzung aus öffentlichen Daten, kein Urteil über das Unternehmen. Echte Stellen können hoch punkten, nutze es also als Hinweis, nicht als Fakt.

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Fortra

WebsiteLinkedInAlle Stellen

1001 - 5000 Mitarbeiter

🔒 Cybersecurity

☁️ SaaS

🤝 B2B

💰 Private equity im 2021-06

Cybersecurity • SaaS • B2B

Fortra ist ein Cybersicherheitsunternehmen, das datenzentrierte Sicherheitslösungen bereitstellt, um Organisationen dabei zu helfen, sensible Daten auf Endpunkten, in Netzwerken und Cloud-Umgebungen zu entdecken, zu klassifizieren und zu schützen. Das Produktportfolio umfasst Cloud-Datenschutz, Datenklassifizierung, Verhinderung von Datenverlust, Markenschutz (Domainüberwachung, Phishing-Schutz, Social-Media-Überwachung, Dark-Web-Überwachung), offensive Sicherheits- und Penetrationstests-Werkzeuge, sicheren Dateitransfer, verwaltete Sicherheits- und Compliance-Dienstleistungen sowie Lösungen zur Unterstützung der sicheren Einführung von KI. Fortra bedient in erster Linie Unternehmenskunden und B2B-Kunden in regulierten Industrien, um das Risiko von Gefährdungen zu verringern, Sicherheitsverletzungen zu verhindern und die Cyberresilienz zu stärken.

Beschreibung

• 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 customer problems, business impact, risk drivers, buying processes, decision criteria, stakeholders, competitive environments, and paths 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, including single-product entry workshops that can lead to broader platform opportunities • Partner with Data Security Sales Engineers on technical agendas, requirements, evaluations, and implementation approaches • Lead opportunity strategy across discovery, qualification, business-case development, workshops, trials, proof-of-value activities, RFPs, negotiations, and close • Coordinate AEs, SAMs, SEs, Product Management, Customer Success, partners, executives, and delivery teams for strategic pursuits • Develop repeatable pursuit and capture processes • Coach sales resources on Data Security discovery, positioning, qualification, competitive strategy, and executive engagement • Support opportunities in BFSI, Healthcare, SLED, and other strategic markets • Support applicable FedRAMP-related opportunities • Lead strategic end-user meetings and key partner engagements • Communicate with Product Management and provide feedback on customer needs, product gaps, integrations, roadmap priorities, competitive positioning, and market requirements • Maintain a shadow forecast and provide deal inspection, risk assessment, and close-plan updates • Report on sourced revenue, influenced revenue, opportunity progression, expansion activity, and forecast risk • Maintain accurate opportunity, account-plan, pursuit-plan, workshop-plan, and forecast information in CRM and required systems • Perform other duties as assigned

🎯 Anforderungen

• 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 • 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

🏖️ Vorteile

• 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 • Personal and professional development opportunities • Flexibility • Holistic wellbeing perks • Full-time, exempt employee benefits package

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