Strategic Account Executive, Data Security

Whether you’re an experienced professional or just getting started, your contributions matter  you’re passionate about tackling meaningful challenges alongside talented team members committed to helping each other succeed, all while having lots of fun, we want to hear from you. We offer competitive benefits and salaries, personal and professional development opportunities, flexibility, and much more!

While our company operates remotely, our current hiring strategy is focused on building talent communities in Atlanta, Dallas, Phoenix, Salt Lake City, Eden Prairie, and the New York–New Jersey–Connecticut tri-state area.

The Strategic Sales Executive, Data Security is a quota-carrying overlay role responsible for identifying, shaping, leading, and closing Fortra’s largest strategic Data Security opportunities across the Americas.

The role will support opportunities involving Data Security Posture Management, Data Classification, and Data Loss Prevention, including DSPM from Lookout, Data Classification from Titus, and endpoint and network DLP from Digital Guardian. These solutions may be sold individually or as part of a broader Data Security strategy.

The Strategic Sales Executive, Data Security will help the sales organization connect these capabilities into a compelling customer outcome, particularly as product integrations and platform-level use cases continue to develop. This is a strategic pursuit and capture role focused on sizable opportunities, generally $100,000 or more in potential revenue, as well as major new-logo opportunities with significant long-term upside.

The AE or SAM remains the account owner and maintains the official forecast. The Strategic Sales Executive, Data Security becomes the pursuit and capture leader for approved strategic opportunities, maintains a shadow forecast, and coordinates the sales, SE, Product Management, partner, and executive resources required to win. The role carries an overlay quota aligned to the Americas Data Security sales organization and is eligible for sourced and influenced revenue credit across new-logo and expansion opportunities.

WHAT YOU'LL DO 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,…