Strategic Data Security Executive – Enterprise Accounts

Fortra; United States; À distance; USD 150 000 - 170 000; Plein temps

Avantages offerts par ce poste

Health, dental, and vision coverage

401(k), HSA, and FSA enrollment

Flexible PTO

Tuition and personal enrichment

ID Theft Protection Program

Résumé du poste

Fortra is seeking a Strategic Sales Executive, Data Security to identify, shape, lead, and close large Data Security opportunities across the Americas. This is a quota-carrying overlay role reporting to the Americas Data Security sales organization.

You will coordinate with AEs, SAMs, SEs, Product Management and partners, lead workshops, define customer problems and business case, and drive deals from discovery to close.

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, 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.

Responsabilités

• 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.
• Design and lead customer workshops for Data Security prospects and customers, including single-product entry workshops that can lead to broader platform opportunities.
• Partner with Data Security Sales Engineers to define technical agendas, validate requirements, conduct evaluations, and establish implementation approaches.
• 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.
• Support Data Security opportunities in BFSI, Healthcare, SLED, and other strategic markets where regulatory, compliance, cloud, and sensitive-data requirements create demand.
• Support FedRAMP-related Data Security opportunities in SLED, Healthcare, and BFSI where applicable.
• Lead strategic end-user meetings and key partner engagements.
• Establish a regular communication cadence with Product Management and provide actionable feedback on customer needs, product gaps, integrations, roadmap priorities, competitive positioning, and market requirements.
• Maintain a shadow forecast for strategic Data Security opportunities and provide regular deal inspection, risk assessment, and close-plan updates.
• Report on sourced revenue, influenced revenue, strategic opportunity progression, expansion activity, and forecast risk.
• Maintain accurate opportunity activity, account plans, pursuit plans, workshop plans, and forecast information in CRM and required systems.
• Perform other duties as assigned.

Connaissances

Cybersecurity sales

Strategic selling

DSPM knowledge

Data Classification

DLP solutions

Executive engagement

Stakeholder management

Cloud security

Negotiation skills

Cross-functional leadership

Formation

Bachelor’s degree or equivalent

Description du poste

Fortra is seeking a Strategic Sales Executive, Data Security to identify, shape, lead, and close large Data Security opportunities across the Americas. This is a quota-carrying overlay role reporting to the Americas Data Security sales organization.

You will coordinate with AEs, SAMs, SEs, Product Management and partners, lead workshops, define customer problems and business case, and drive deals from discovery to close.