Account Executive

This is a fully remote position, open to applicants in Saudi Arabia.

📋 Description

• Drive sales of Fortra’s defensive cybersecurity solutions throughout the Defence sector in the region.

• Manage a portfolio of accounts and associated UAE/Saudi Defence organizations.

• Cultivate strategic customer relationships and oversee opportunities from initial contact to contract award and account growth.

• Formulate and implement a territory plan addressing MOD commands, enterprise organizations, program offices, establishments, Defence agencies, and pertinent frontline opportunities.

• Achieve or surpass designated sales targets through new customer acquisition, expansion within current accounts, and coordination on renewals.

• Establish relationships with mission stakeholders, cybersecurity leaders, IT teams, program managers, commercial and procurement personnel, and senior decision-makers.

• Align Fortra’s defensive cybersecurity capabilities with customer needs.

• Link customer priorities to quantifiable business and mission outcomes.

• Identify and assess opportunities by determining customer needs, funding sources, acquisition strategies, decision-making criteria, competitive positioning, and procurement timelines.

• Lead discovery sessions, account strategies, presentations, solution assessments, proposals, negotiations, and closures.

• Collaborate with sales engineers and product specialists to confirm technical compatibility, deployment needs, and relevant security authorizations.

• Create joint account and opportunity strategies with Defence primes, global systems integrators, resellers, and distribution partners.

• Manage responses to requests for information, invitations to tender, quotes, and other MOD acquisition initiatives.

• Keep precise CRM records, opportunity plans, pipeline coverage, and forecasts.

• Collaborate with customer success and delivery teams to enhance adoption, customer satisfaction, and long-term account development.

⛳️ Requirements

• A minimum of five years of experience in enterprise technology or cybersecurity sales, specifically involving direct sales to Defence, the MOD, or broader Government sectors.

• Proven track record of meeting or exceeding quotas and closing complex opportunities with multiple stakeholders.

• Experience in navigating MOD and Defence customer organizations while fostering relationships with technical, mission, executive, commercial, and procurement stakeholders.

• Working knowledge of UAE or Saudi Government and MOD budgeting, procurement cycles, framework agreements, contract vehicles, and partner-led purchasing methods.

• Capability to articulate cybersecurity features in terms of mission impact, risk mitigation, and customer value.

• Experience in developing account plans, qualifying opportunities, managing competitive sales processes, and maintaining dependable forecasts.

• Excellent presentation, negotiation, written communication, and cross-functional leadership abilities.

• Willingness to travel to customer locations, partner meetings, and industry events throughout the region.

• Established connections within MOD cybersecurity, Defence Digital, enterprise IT, acquisition, or mission organizations.

• Experience in selling data protection, data classification, data loss prevention, email security, vulnerability management, or security compliance solutions.

• Familiarity with the Defence security requirements of the region, including Zero Trust, the NCSC Cyber Assessment Framework, secure-by-design principles, and Government accreditation processes.

• Experience collaborating with Defence primes, global systems integrators, and channel partners on MOD opportunities.

• Previous military service or civilian experience supporting regional Defence missions.

• Bachelor’s degree or equivalent professional experience.

🏝️ Benefits

• Competitive benefits and salary packages.

• Opportunities for personal and professional development.

• Flexible working arrangements.