Account Executive

Fortra, LLC; Saudi Arabia; On-site; SAR 350,000 - 520,000; Full time

Job summary

Fortra, LLC in Saudi Arabia is seeking an accomplished cybersecurity sales professional with a track record of winning complex Defence opportunities. You will develop territory plans, engage senior decision-makers, and position Fortra's data security and governance capabilities to meet mission needs.

You will lead from discovery to close, collaborate with engineers, and navigate MOD procurement cycles, while aligning customer priorities with measurable security outcomes.

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.

Responsibilities

• 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.

Skills

Cybersecurity sales

Defence/MOD sales

Stakeholder management

Account planning

Job description

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