Account Executive

The successful candidate will combine a record of cybersecurity sales success with a strong understanding of Defence missions, MOD acquisition processes and stakeholder decision-making. This role requires a proactive seller who can identify mission needs, build demand, secure executive sponsorship and coordinate the resources needed to win complex opportunities. WHAT YOU'LL DO • Develop and execute a territory plan covering MOD commands, enterprise organisations, programme offices, establishments, Defence agencies and relevant frontline opportunities. • Meet or exceed assigned sales targets through new customer acquisition, expansion within existing accounts and coordination on renewals. • Build relationships with mission owners, cybersecurity leaders, information technology teams, programme managers, commercial and procurement personnel and senior decision-makers. • Position Fortra s defensive cybersecurity capabilities including data classification, data loss prevention, data security posture management, email security, integrity and compliance monitoring, vulnerability management and human risk management against customer requirements. • Connect customer priorities such as protecting sensitive information, reducing cyber risk, advancing Zero Trust and supporting operational readiness to measurable business and mission outcomes. • Identify and qualify opportunities by establishing customer requirements, funding sources, acquisition strategies, decision criteria, competitive positioning and procurement timelines. • Lead the sales process, including discovery, account strategy, presentations, solution evaluations, proposals, negotiations and closing. • Partner with sales engineers and product specialists to validate technical fit, deployment requirements and applicable security authorisations. • Develop joint account and opportunity strategies with Defence primes, global systems integrators, resellers and distribution partners supporting the region's Defence customers. • Coordinate responses to requests for information, invitations to tender, requests for quotations and other MOD acquisition activities. • Maintain accurate CRM records, opportunity plans, pipeline coverage and forecasts. • Work with customer success and delivery teams to support adoption, customer satisfaction and long-term account growth. QUALIFICATIONS • Five or more years of enterprise technology or cybersecurity sales experience, including direct sales into Defence, the MOD or wider Government. • Demonstrated success meeting or exceeding quota and closing complex opportunities involving multiple stakeholders. • Experience navigating MOD and Defence customer organisations and building 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 approaches. • Ability to explain cybersecurity capabilities in terms of mission impact, risk reduction and customer value. • Experience developing account plans, qualifying opportunities, managing competitive sales cycles and maintaining reliable forecasts. • Strong presentation, negotiation, written communication and cross-functional leadership skills. • Ability to travel to customer sites, partner meetings and industry events across the region Preferred Qualifications • Established relationships within MOD cybersecurity, Defence Digital, enterprise IT, acquisition or mission organisations. • Experience selling data protection, data classification, data loss prevention, email security, vulnerability management or security compliance solutions. • Familiarity with the region's Defence security requirements, Zero Trust, the NCSC Cyber Assessment Framework, secure-by-design principles and Government accreditation processes. • Experience working with Defence primes, global systems integrators and channel partners on MOD opportunities. • Prior military service or civilian experience supporting the region Defence missions. • Bachelor s degree or equivalent professional experience.