Strategic Account Executive, Data Security
fortra · United States
Whether you’re an experienced professional or just getting started, your contributions matter at Fortra. If you’re passionate about tackling meaningful challenges alongside talented team members committed to helping each other succeed, all while having lots of fun, we want to hear from you. We offer competitive benefits and salaries, personal and professional development opportunities, flexibility, and much more!
While our company operates remotely, our current hiring strategy is focused on building talent communities in Atlanta, Dallas, Phoenix, Salt Lake City, Eden Prairie, and the New York–New Jersey–Connecticut tri-state area.
The Strategic Sales Executive, Data Security is a quota-carrying overlay role responsible for identifying, shaping, leading, and closing Fortra’s largest strategic Data Security opportunities across the Americas.
The role will support opportunities involving Data Security Posture Management, Data Classification, and Data Loss Prevention, including DSPM from Lookout, Data Classification from Titus, and endpoint and network DLP from Digital Guardian. These solutions may be sold individually or as part of a broader Data Security strategy.
The Strategic Sales Executive, Data Security will help the sales organization connect these capabilities into a compelling customer outcome, particularly as product integrations and platform-level use cases continue to develop. This is a strategic pursuit and capture role focused on sizable opportunities, generally $100,000 or more in potential revenue, as well as major new-logo opportunities with significant long-term upside.
The AE or SAM remains the account owner and maintains the official forecast. The Strategic Sales Executive, Data Security becomes the pursuit and capture leader for approved strategic opportunities, maintains a shadow forecast, and coordinates the sales, SE, Product Management, partner, and executive resources required to win. The role carries an overlay quota aligned to the Americas Data Security sales organization and is eligible for sourced and influenced revenue credit across new-logo and expansion opportunities.
WHAT YOU'LL DO
- 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.
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.
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