Strategic Account Executive, Data Security

This is a fully remote position, open to applicants in Arizona, +6 more states.

📋 Description

• Identify, evaluate, and prioritize strategic Data Security opportunities throughout the Americas.

• Establish criteria for nominating new logo pursuits and expanding existing customer opportunities.

• Concentrate on substantial opportunities, typically valued at $100,000 or more, and major new logos with significant expansion potential.

• Act as the pursuit and capture leader for approved strategic Data Security opportunities.

• Assist AEs and SAMs in defining customer challenges, business impacts, risk factors, buying processes, decision criteria, stakeholders, competitive landscapes, and closing strategies.

• Develop and execute pursuit strategies across DSPM, Data Classification, DLP, and related Data Security use cases.

• Position individual solutions and bundled Data Security approaches tailored to customer needs and maturity levels.

• Design and conduct customer workshops, including single-product entry sessions that may lead to broader platform opportunities.

• Collaborate with Data Security Sales Engineers on technical agendas, requirements, evaluations, and implementation strategies.

• Lead the opportunity strategy across discovery, qualification, business case development, workshops, trials, proof-of-value activities, RFPs, negotiations, and closing.

• Coordinate with AEs, SAMs, SEs, Product Management, Customer Success, partners, executives, and delivery teams for strategic pursuits.

• Develop repeatable processes for pursuit and capture.

• Mentor sales resources on Data Security discovery, positioning, qualification, competitive strategies, and executive engagement.

• Support opportunities in BFSI, Healthcare, SLED, and other strategic markets.

• Assist with applicable FedRAMP-related opportunities.

• Lead strategic end-user meetings and key partner interactions.

• Communicate with Product Management and provide insights on customer requirements, product gaps, integrations, roadmap priorities, competitive positioning, and market needs.

• Maintain a shadow forecast and provide deal inspections, risk assessments, and closing plan updates.

• Report on sourced revenue, influenced revenue, opportunity progression, expansion activities, and forecast risks.

• Keep accurate records of opportunities, account plans, pursuit plans, workshop plans, and forecast data in CRM and necessary systems.

• Perform additional duties as assigned.

⛳️ Requirements

• Bachelor’s degree or equivalent professional experience.

• At least seven years of experience in enterprise cybersecurity, data security, SaaS, or related technology sales.

• Proven experience in selling or leading complex opportunities involving DSPM, Data Classification, DLP, data governance, insider risk, cloud security, or similar data security solutions.

• Demonstrated success in meeting or exceeding quotas and closing complex enterprise opportunities.

• Experience leading strategic pursuit and capture motions with multiple stakeholders, products, technical teams, partners, and executive sponsors.

• Strong comprehension of data security challenges across cloud, endpoint, network, SaaS, hybrid, and regulated environments.

• Ability to grasp technical solution architecture and customer requirements at a level surpassing that of a typical account executive.

• Proven ability to coach and influence AEs, SAMs, SEs, Product Management, and partners without direct authority.

• Strong consultative selling, discovery, workshop facilitation, business case development, executive engagement, and negotiation capabilities.

• Experience in creating opportunity selection criteria, pursuit plans, capture strategies, qualification frameworks, and closing plans.

• Demonstrated ability to lead customer workshops, evaluations, proof-of-value activities, and complex buying processes.

• Experience in selling both individual security products and integrated or multi-product solutions.

• Experience in collaborating with Product Management and acting as a link for customer and market feedback.

• Ability to create repeatable sales plays and operational processes for a new strategic overlay function.

• Ability to maintain a reliable shadow forecast and conduct disciplined opportunity inspections.

• Excellent presentation, written, verbal communication, and cross-functional leadership skills.

• Strong organizational and time-management skills, with the ability to juggle multiple strategic pursuits across the Americas.

• Willingness to travel for customer, partner, and internal meetings as needed.

🏝️ Benefits

• Health, dental, and vision coverage from day one.

• Immediate enrollment in 401(k), HSA, and FSA plans.

• Flexible PTO policy.

• Tuition and personal enrichment reimbursement.

• Option to enroll in ID Theft Protection Program.

• Opportunities for personal and professional development.

• Flexibility in work arrangements.

• Holistic wellbeing perks.

• Comprehensive benefits package for full-time exempt employees.