Account Executive, Offensive Security - U.S. Civilian Agencies & Government at Fortra

United States

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Not SpecifiedCompensation

Senior (5 to 8 years)Experience Level

Full TimeJob Type

UnknownVisa

Cybersecurity, Public Sector, GovernmentIndustries

Requirements

Minimum three years of direct sales experience selling cybersecurity or software solutions into U.S. Civilian Federal Government agencies
Proven successful track record engaging federal civilian clients such as CIA, Judicial Branch, Legislative Branch, or similar agencies
In-depth understanding of government procurement regulations, contract vehicles (such as GSA Schedules, IDIQs), and compliance requirements
Experience navigating complex sales cycles and winning large government contracts
Exceptional communication skills to engage senior executives and technical stakeholders
Strong relationship management skills, with ability to build confidence and trust within government organizations
Demonstrated ability to consistently exceed sales targets in a quota-driven environment
Ability to travel within the Washington, D.C. metro area and occasionally nationwide for customer meetings and events
Excellent organizational skills and ability to prioritize competing demands
Strong problem-solving and negotiation skills with a focus on closing deals
Preferred Qualifications
Bachelor’s degree in Business, Computer Science, Cybersecurity, or related field
Existing network within U.S. Civilian Federal Government agencies, especially CIA, Judicial and Legislative branches, or Amtrak
Experience executing red teaming or penetration testing engagements or selling offensive security offerings such as red team platforms, threat emulation, attack simulation, or penetration testing tools
Understanding of federal budget cycles, IT modernization initiatives, and cybersecurity mandates affecting civilian agencies
Familiarity with security frameworks like NIST, FedRAMP, and privacy laws applicable to government cybersecurity
Based in or near the Washington, D.C. metro area for close proximity to federal customers

Responsibilities

Develop and execute sales strategies tailored to U.S. Civilian Agencies, CIA, Judicial and Legislative branches, and Amtrak
Build and maintain trusted relationships with key stakeholders and decision-makers across these government entities
Identify and map company solutions to specific agency needs, compliance requirements, and security challenges
Lead full sales cycles from initial prospecting through contract negotiation and closing, coordinating internal resources such as technical experts and proposal teams
Stay current on relevant federal policies, budget cycles, and acquisition frameworks affecting civilian agencies and government customers
Collaborate closely with Public Sector, Marketing, and Partner teams to amplify market presence and solution adoption
Represent the company at industry conferences, government trade shows, and key customer engagements
Consistently meet or exceed assigned sales quotas and revenue targets
Perform other duties as assigned to support business growth and customer satisfaction

Skills

Key technologies and capabilities for this role

Offensive SecurityRed TeamingAdversarial SimulationFederal ProcurementGovernment SalesSales StrategyContract NegotiationProposal PreparationStakeholder ManagementFederal Compliance

Questions & Answers

Common questions about this position

What compensation or benefits does Fortra offer?

Fortra offers competitive benefits and salaries.

Is this role remote or does it require office presence?

This information is not specified in the job description.

What skills and experience are required for this Account Executive role?

Minimum three years of direct sales experience selling cybersecurity or software solutions into U.S. Civilian Federal Government agencies, proven track record with federal civilian clients like CIA or Judicial Branch, in-depth understanding of government procurement regulations, and exceptional communication and relationship management skills are required.

What is the company culture like at Fortra?

Fortra values contributions from all team members, tackling meaningful challenges alongside talented colleagues committed to helping each other succeed while having lots of fun.

What makes a strong candidate for this position?

A strong candidate has at least three years of direct sales experience in cybersecurity or software to U.S. Civilian Federal Government agencies, a proven track record with clients like CIA or Judicial Branch, deep knowledge of procurement processes, and the ability to exceed sales quotas.

Fortra

Cybersecurity solutions for businesses and enterprises

About Fortra

Fortra provides cybersecurity solutions aimed at protecting businesses from evolving cyber threats. Their products include threat detection and response, data protection, network security, and automation tools, all designed to work together seamlessly. Fortra differentiates itself from competitors by focusing on customer success and offering integrated and scalable solutions that can adapt to the needs of both small and large organizations. The company's goal is to simplify cybersecurity for its clients, ensuring they can operate securely and efficiently in a complex digital landscape.

Eden Prairie, MinnesotaHeadquarters

1991Year Founded

GROWTH_EQUITY_VCCompany Stage

CybersecurityIndustries

1,001-5,000Employees

Benefits

Flexible Work Hours

Risks

Increased competition from market leaders may impact Fortra's market share and pricing.

Potential class action suit from ransomware attack could harm Fortra's reputation and finances.

Dependency on third-party distributors may affect direct customer relationships and profit margins.

Differentiation

Fortra offers integrated and scalable cybersecurity solutions for diverse business needs.

The company focuses on customer-centric approaches to enhance cybersecurity posture and automation.

Fortra's XDR solution provides comprehensive security across identity, network, cloud, and endpoints.

Upsides

Growing demand for XDR solutions boosts Fortra's market potential and client base.

Strategic partnerships in North America and EMEA expand Fortra's reach and service offerings.

Recognition as a market leader in security awareness training enhances brand reputation.

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