Strategic Data Security Sales Leader

Fortra; Heber (UT); Remote; USD 180,000 - 320,000; Full time

Benefits offered by this job

Health, dental, and vision coverage as

401(k), HSA, and FSA plans

Flexible PTO policy

Tuition and personal enrichment

Job summary

Fortra is seeking a Strategic Sales Executive, Data Security to identify, shape, lead, and close large Data Security opportunities across the Americas. The role partners with Sales Engineers and Product Management to craft customer outcomes, focusing on DSPM, Data Classification, and DLP solutions.

This position carries an overlay quota and requires coordination with AEs, SAMs, SEs, and executives, with travel as needed.

Qualifications

• Bachelor’s degree or equivalent professional experience.
• 7+ years of enterprise cybersecurity, data security, SaaS, or related technology sales experience.
• Experience selling or leading complex opportunities involving DSPM, Data Classification, DLP, or related data-security solutions.
• Strong understanding of data-security challenges across cloud, endpoint, network, SaaS, hybrid, and regulated environments.
• Ability to understand technical solution architecture and customer requirements with SE collaboration.

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.
• 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.
• 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.
• 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.

Skills

Enterprise cybersecurity sales

Data security solutions

SaaS experience

Complex opportunity selling

Coaching others

Cross-functional collaboration

Education

Bachelor’s degree or equivalent professional experience

Job description

Fortra is seeking a Strategic Sales Executive, Data Security to identify, shape, lead, and close large Data Security opportunities across the Americas. The role partners with Sales Engineers and Product Management to craft customer outcomes, focusing on DSPM, Data Classification, and DLP solutions.

This position carries an overlay quota and requires coordination with AEs, SAMs, SEs, and executives, with travel as needed.