Remote Strategic Data Security Executive for Major Accounts

Fortra; Saint Paul (MN); Remote; USD 150,000 - 170,000; Full time

Benefits offered by this job

Health, dental, and vision coverage

401(k) plan enrollment

HSA/FSA plans

Flexible PTO policy

Tuition reimbursement

ID Theft Protection

Job summary

Fortra is seeking a Strategic Sales Executive, Data Security to drive large, strategic opportunities across the Americas. You will lead pursuit efforts for DSPM, data classification, and DLP, coordinating sales, SEs, product management, and partners to win multi-year, high-value deals.

The role requires ownership of strategy, forecasting, and coordination across stakeholders, with a focus on major new logos and expansions.

Qualifications

• Bachelor’s degree or equivalent professional experience.
• Seven+ years of enterprise cybersecurity, data security, SaaS, or related technology sales experience.
• 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 Sales Engineers.
• Demonstrated ability to coach and influence AEs, SAMs, SEs, Product Management, and partners without direct authority.

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 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.
• 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.

Skills

Enterprise cybersecurity

Data security

SaaS sales

Strategic selling

Executive engagement

Education

Bachelor’s degree or equivalent

Job description

Fortra is seeking a Strategic Sales Executive, Data Security to drive large, strategic opportunities across the Americas. You will lead pursuit efforts for DSPM, data classification, and DLP, coordinating sales, SEs, product management, and partners to win multi-year, high-value deals.

The role requires ownership of strategy, forecasting, and coordination across stakeholders, with a focus on major new logos and expansions.