Strategic Account Executive, Data Security

🔥 14 hours ago

🌵 Arizona, Connecticut, +5 more states – Remote

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

💵 $150k - $170k / year

⏰ Full Time

🟠 Senior

🔴 Lead

🧑‍💼 Account Executive

👻 Ghost score 0%

What it means: how likely this posting is sitting open without active hiring.How to read it: 60% or higher means we think this is a ghost. Lower scores are less of a worry.How we score it: age, reposts, open roles vs team size, how fast jobs close, and whether pay is listed.Fine print: an estimate from public data, not a judgment of the company. Real jobs can score high, so treat it as a hint, not a fact.

Apply Now

Find Similar Remote Jobs

Set Up Email Alert For New Jobs

📊 Check your resume score for this job

Improve your chances of getting an interview by checking your resume score before you apply.

Upload Resume

Fortra

WebsiteLinkedInAll Job Openings

1001 - 5000 employees

🔒 Cybersecurity

☁️ SaaS

🤝 B2B

💰 Private equity on 2021-06

Cybersecurity • SaaS • B2B

Fortra is a cybersecurity company that provides data-centric security solutions to help organizations discover, classify, and protect sensitive data across endpoints, networks, and cloud environments. Its product portfolio includes cloud data protection, data classification, data loss prevention, brand protection (domain monitoring, phishing protection, social media monitoring, dark web monitoring), offensive security and penetration-testing tools, secure file transfer, managed security and compliance services, and solutions to support safe AI adoption. Fortra primarily serves enterprise and B2B customers across regulated industries to reduce exposure risk, prevent breaches, and strengthen cyber posture.

📋 Description

• 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

🎯 Requirements

• 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

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