Remote Strategic Data Security Account Lead

Fortra; Williamstown (NJ); Remote; USD 150,000 - 170,000; Full time

Benefits offered by this job

Health, dental, and vision coverage

401(k) enrollment

HSA and FSA plans

Flexible PTO

Tuition reimbursement

ID Theft Protection Program

Job summary

Fortra is seeking a Strategic Sales Executive, Data Security to identify and close large, strategic opportunities across the Americas. You will lead pursuit strategy, engage executives, and coordinate cross-functional resources to win multi-product Data Security solutions including DSPM, DLP, and data classification.

You will partner with Sales Engineers, define customer value, develop business cases, and drive complex negotiations to achieve quota with major new-logo opportunities.

Qualifications

• Bachelor’s degree or equivalent professional experience.
• Seven or more years of enterprise cybersecurity, data security, SaaS, or related technology sales experience.
• Proven 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 collaborate with Sales Engineers.
• Demonstrated ability to coach and influence AEs, SAMs, SEs, Product Management, and partners.
• 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.

Responsibilities

• 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 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, buying process, and decision criteria.
• Develop and lead pursuit strategies across DSPM, Data Classification, DLP, and related use cases.
• Position solutions and bundles based on customer requirements and maturity.
• Lead customer workshops for Data Security prospects and customers.
• Partner with Sales Engineers to define technical agendas and evaluations.
• Lead opportunity strategy across discovery, business-case development, workshops, trials, and close.
• Coordinate resources for strategic pursuits across teams.
• Develop repeatable pursuit and capture processes.
• Coach teams on data security discovery, positioning, and competition.

Skills

Strategic selling

Stakeholder mgmt

Executive engagement

Forecasting

Negotiation

Cross-functional leadership

Coaching others

Education

Bachelor’s degree or equivalent

Tools

DSPM

Data Classification

DLP

Job description

Fortra is seeking a Strategic Sales Executive, Data Security to identify and close large, strategic opportunities across the Americas. You will lead pursuit strategy, engage executives, and coordinate cross-functional resources to win multi-product Data Security solutions including DSPM, DLP, and data classification.

You will partner with Sales Engineers, define customer value, develop business cases, and drive complex negotiations to achieve quota with major new-logo opportunities.