Account Executive

Fortra Arabia; United Arab Emirates; On-site; AED 300,000 - 540,000; Full time

Job summary

Fortra is seeking an experienced Account Executive to grow sales of defensive cybersecurity solutions across the UAE and Saudi Defence sectors. You will own a portfolio of accounts, develop strategic relationships and lead opportunities from engagement through contract award and expansion.

The ideal candidate has 5+ years in enterprise cybersecurity sales, deep defence sector understanding, and the ability to navigate MOD procurement.

Qualifications

• Five+ years in enterprise technology or cybersecurity sales, including direct sales into Defence, MOD or government.
• Proven track record meeting quota and closing complex opportunities with multiple stakeholders.
• Experience navigating MOD/ Defence organisations and engaging technical, mission, executive, commercial and procurement stakeholders.
• Knowledge of UAE or Saudi Government budgeting, procurement cycles, framework agreements and partner-led purchasing.

Responsibilities

• Develop a territory plan covering MOD commands, enterprises and Defence offices.
• Meet/exceed sales targets via new customer acquisition and account expansion.
• Build relationships with mission owners, cybersecurity leaders and procurement teams.
• Position Fortra's cybersecurity capabilities against customer requirements.
• Lead sales process from discovery to closing and negotiations.
• Coordinate with defence primes, SI partners and distributors to support opportunities.
• Maintain accurate CRM records, pipelines and forecasts.
• Collaborate with delivery teams to ensure customer success and long-term growth.

Skills

Cybersecurity sales

Defense sector

Stakeholder management

Forecasting & planning

Education

Bachelor's degree

Tools

CRM software

Job description

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!

Fortra is seeking an experienced Account Executive to grow sales of its defensive cybersecurity solutions across the region's Defence. This individual will own a portfolio of accounts and related UAE/Saudi Defence organisations, develop strategic customer relationships, and lead opportunities from initial engagement through contract award and account expansion.

The successful candidate will combine a record of cybersecurity sales success with a strong understanding of Defence missions, MOD acquisition processes and stakeholder decision-making. This role requires a proactive seller who can identify mission needs, build demand, secure executive sponsorship and coordinate the resources needed to win complex opportunities.

WHAT YOU'LL DO

• Develop and execute a territory plan covering MOD commands, enterprise organisations, programme offices, establishments, Defence agencies and relevant frontline opportunities.
• Meet or exceed assigned sales targets through new customer acquisition, expansion within existing accounts and coordination on renewals.
• Build relationships with mission owners, cybersecurity leaders, information technology teams, programme managers, commercial and procurement personnel and senior decision-makers.
• Position Fortra's defensive cybersecurity capabilities-including data classification, data loss prevention, data security posture management, email security, integrity and compliance monitoring, vulnerability management and human risk management-against customer requirements.
• Connect customer priorities such as protecting sensitive information, reducing cyber risk, advancing Zero Trust and supporting operational readiness to measurable business and mission outcomes.
• Identify and qualify opportunities by establishing customer requirements, funding sources, acquisition strategies, decision criteria, competitive positioning and procurement timelines.
• Lead the sales process, including discovery, account strategy, presentations, solution evaluations, proposals, negotiations and closing.
• Partner with sales engineers and product specialists to validate technical fit, deployment requirements and applicable security authorisations.
• Develop joint account and opportunity strategies with Defence primes, global systems integrators, resellers and distribution partners supporting the region's Defence customers.
• Coordinate responses to requests for information, invitations to tender, requests for quotations and other MOD acquisition activities.
• Maintain accurate CRM records, opportunity plans, pipeline coverage and forecasts.
• Work with customer success and delivery teams to support adoption, customer satisfaction and long-term account growth.

QUALIFICATIONS

• Five or more years of enterprise technology or cybersecurity sales experience, including direct sales into Defence, the MOD or wider Government.
• Demonstrated success meeting or exceeding quota and closing complex opportunities involving multiple stakeholders.
• Experience navigating MOD and Defence customer organisations and building relationships with technical, mission, executive, commercial and procurement stakeholders.
• Working knowledge of UAE or Saudi Government and MOD budgeting, procurement cycles, framework agreements, contract vehicles and partner-led purchasing approaches.
• Ability to explain cybersecurity capabilities in terms of mission impact, risk reduction and customer value.
• Experience developing account plans, qualifying opportunities, managing competitive sales cycles and maintaining reliable forecasts.
• Strong presentation, negotiation, written communication and cross-functional leadership skills.
• Ability to travel to customer sites, partner meetings and industry events across the region

Preferred Qualifications

• Established relationships within MOD cybersecurity, Defence Digital, enterprise IT, acquisition or mission organisations.
• Experience selling data protection, data classification, data loss prevention, email security, vulnerability management or security compliance solutions.
• Familiarity with the region's Defence security requirements, Zero Trust, the NCSC Cyber Assessment Framework, secure-by-design principles and Government accreditation processes.
• Experience working with Defence primes, global systems integrators and channel partners on MOD opportunities.
• Prior military service or civilian experience supporting the region Defence missions.
• Bachelor's degree or equivalent professional experience.

What Success Looks Like

Success in this role means consistent sales performance, a qualified, accurate and sustainable pipeli