Enterprise Account Executive

This is a fully remote position, open to applicants in New Jersey, +3 more states.

📋 Description

• Promote Fortra's Data Security and Brand Protection offerings to mid-market and enterprise clients.

• Foster revenue growth by acquiring new customers and enhancing relationships with existing clients.

• Take ownership of and implement a territory strategy.

• Cultivate and sustain a robust pipeline through prospecting, engaging with partners, leveraging marketing-generated leads, and strategic account planning.

• Collaborate with Sales Engineering, channel partners, and internal teams.

• Conduct thorough account research and discovery to grasp customer priorities, challenges, decision-making processes, and growth prospects.

• Establish connections with both business and technical stakeholders, including high-level decision-makers.

• Utilize research, data, and AI-driven tools to prepare for client interactions.

• Act as a trusted advisor, guiding customers in their purchasing choices.

• Manage intricate sales cycles from qualification to closing.

• Coordinate resources across Sales Engineering, Product, Channel, and Executive teams.

• Implement MEDDPICC principles and customer-centered success strategies.

• Advance strategic multi-product and multi-year opportunities.

• Recognize cross-sell and upsell opportunities within Fortra's product range.

• Keep precise records of pipeline, opportunities, and forecast data.

• Provide regular updates regarding sales activities, deal progress, and anticipated outcomes.

• Share best practices, market insights, and learnings from customers.

• Engage in win/loss reviews and discussions on customer feedback.

• Commit to continuous learning, coaching, and professional development.

• Execute other tasks as assigned.

⛳️ Requirements

• Bachelor’s degree or equivalent experience.

• At least 8 years of experience in a quota-carrying role, successfully closing B2B software deals in mid-market or enterprise accounts.

• Experience in field sales, not inside sales.

• A minimum of 3 years selling security solutions against recognized competitors.

• At least 3 years of experience in the SLED and healthcare sectors.

• Strongly preferred experience in data security, DLP, DSPM, data classification, insider risk, and SSE/CASB.

• Experience in email security or brand protection will also be considered.

• Achieved or exceeded quota in at least two of the last three full years, with the ability to substantiate this.

• Closed multiple deals worth over $100K with economic buyers at the CISO, CIO, CFO, or VP level.

• A significant portion of closed business should be sourced by you, rather than assigned.

• Must be currently located within the designated territory.

🏝️ Benefits

• Comprehensive health, dental, and vision coverage from the start of employment.

• Immediate access to 401(k), HSA, and FSA plans.

• Flexible paid time off policy.

• Tuition and personal enrichment reimbursement options.

• Opportunity to enroll in an Identity Theft Protection Program.

• Opportunities for personal and professional development.

• Flexible work arrangements.

• Competitive salary and benefits package.