Account Executive - Defence Cybersecurity

About the role

Fortra is looking for an experienced Account Executive to grow sales of its defensive cybersecurity solutions across the region's Defence. The role owns a portfolio of accounts and related UAE and Saudi Defence organisations, builds strategic customer relationships and leads opportunities from first contact through contract award and account expansion.

Key responsibilities

• Develop and run a territory plan covering MOD commands, enterprise organisations, programme offices, establishments, Defence agencies and frontline opportunities.
• Meet or exceed sales targets through new customers, account expansion and renewals.
• Build relationships with mission owners, cybersecurity leaders, IT teams, programme managers, commercial and procurement staff and senior decision-makers.
• Position Fortra's defensive cybersecurity capabilities against customer needs, linking priorities such as protecting sensitive information, reducing cyber risk, Zero Trust and operational readiness to measurable outcomes.
• Identify and qualify opportunities, then lead the full sales process: discovery, account strategy, presentations, proposals, negotiations and closing.
• Partner with sales engineers and product specialists on technical fit, deployment and security authorisations.
• Work with Defence primes, systems integrators, resellers and distributors on joint account strategies.
• Coordinate responses to requests for information, tenders, RFQs and other MOD acquisition activities.
• Maintain CRM records, opportunity plans, pipeline and forecasts, and work with customer success and delivery teams.

Required profile

• Five or more years of enterprise technology or cybersecurity sales, including direct sales into Defence, the MOD or government.
• Proven track record of meeting quota and closing complex, multi-stakeholder deals.
• Experience with MOD and Defence organisations and their stakeholders.
• Working knowledge of UAE or Saudi government budgeting, procurement cycles, framework agreements and contract vehicles.
• Ability to explain cybersecurity in terms of mission impact, risk reduction and customer value.
• Strong presentation, negotiation, written communication and cross-functional leadership skills; ability to travel across the region.
• Bachelor's degree or equivalent professional experience.

Preferred qualifications

• Established relationships in MOD cybersecurity, Defence Digital, enterprise IT, acquisition or mission organisations.
• Experience selling data protection, data classification, DLP, email security, vulnerability management or security compliance solutions.
• Familiarity with Zero Trust, the NCSC Cyber Assessment Framework, secure-by-design principles and government accreditation.
• Prior military service or civilian experience supporting regional Defence missions.