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Core Competencies
Role fitCore Competencies
Use this summary to align your resume positioning with the role.
Demonstrates expertise in enterprise technology and cybersecurity sales, with a strong focus on building strategic relationships within Defence organizations. Proven ability to develop account plans, navigate complex sales cycles, and achieve sales targets while aligning cybersecurity solutions with customer mission outcomes.
Highest-signal resume keywords
Cybersecurity Sales ExperienceAccount ManagementRelationship BuildingPresentation SkillsNegotiation Skills
ATS Keywords
Tailor your resumeApplicant Tracking System Keywords
Tip: use these terms in your resume and cover letter to boost ATS matches.
Hard Skills
Sales Target AchievementOpportunity QualificationAccount PlanningForecastingCybersecurity Solutions KnowledgeData Protection SolutionsVulnerability ManagementSecurity Compliance SolutionsZero Trust FamiliarityGovernment Procurement Knowledge
Soft Skills
Written CommunicationCross-Functional LeadershipCustomer Relationship Management
Tools & Technologies
CRM SoftwareSales Pipeline Management Tools
Industry Keywords
DefenceMODUAE GovernmentSaudi GovernmentCyber Assessment FrameworkSecure-By-Design PrinciplesAcquisition StrategiesMission ImpactRisk ReductionPartner-Led Purchasing
Tech Stack
Tools & technologiesCyber Security
About the role
Key responsibilities & impact- Grow sales of Fortra’s defensive cybersecurity solutions across the region’s Defence.
- Own a portfolio of accounts and related UAE/Saudi Defence organisations.
- Develop strategic customer relationships and lead opportunities from initial engagement through contract award and account expansion.
- 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 against customer requirements.
- Connect customer priorities 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 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.
- 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.
Requirements
What you’ll need- 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.
- 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.
Benefits
Comp & perks- Competitive benefits and salaries
- Personal and professional development opportunities
- Flexibility