Strategic Defence Cybersecurity Account Executive (Sweden)

Fortra; Sweden; On-site; SEK 900,000 - 1,300,000; Full time

Job summary

Fortra in Sweden is seeking an experienced Account Executive to grow sales of defensive cybersecurity solutions across Sweden Defence. You will own a portfolio of MOD accounts, build strategic relationships, and lead opportunities from engagement through contract award.

The role requires a proven cybersecurity sales track record, deep understanding of Swedish Defence missions and procurement processes, and the ability to coordinate resources to win complex opportunities while delivering

Qualifications

• Five or more years of enterprise technology or cybersecurity sales experience.
• Proven track record meeting or exceeding quota on complex multi-stakeholder deals.
• Experience navigating MOD and Defence customer organisations and building cross-functional relationships.
• Knowledge of Swedish Government budgeting, procurement cycles, and partner-led purchasing.
• Ability to articulate cybersecurity value in terms of mission impact and risk reduction.
• Experience developing account plans and reliable forecast pipelines.
• Strong presentation, negotiation, and written communication skills.
• Willingness to travel across Sweden to customer sites and industry events.

Responsibilities

• Develop territory plan covering MOD commands, enterprise organisations, programme offices, establishments, Defence agencies and relevant frontline opportunities.
• Meet or exceed 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 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 Sweden 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

Quota attainment

Stakeholder management

Mission impact articulation

Forecasting & planning

Negotiation & presentation

Travel willingness

Account relationship building

Education

Bachelor’s degree

Job description

Fortra in Sweden is seeking an experienced Account Executive to grow sales of defensive cybersecurity solutions across Sweden Defence. You will own a portfolio of MOD accounts, build strategic relationships, and lead opportunities from engagement through contract award.

The role requires a proven cybersecurity sales track record, deep understanding of Swedish Defence missions and procurement processes, and the ability to coordinate resources to win complex opportunities while delivering