Strategic Account Manager at Fortra

Job description

Whether you’re an experienced professional or just getting started, your contributions matter at Fortra. If you’re passionate about tackling meaningful challenges alongside talented team members committed to helping each other succeed, all while having lots of fun, we want to hear from you. We offer competitive benefits and salaries, personal and professional development opportunities, flexibility, and much more! We are seeking a driven and customer-focused Strategic Account Manager to strengthen relationships and generate revenue within our existing strategic accounts. In this role, you will be responsible for closing additional business opportunities and ensuring successful renewals for large, high-value accounts critical to the organization. Your responsibilities will include identifying and qualifying opportunities, preparing formal proposals, leading negotiations, and overcoming objections to secure sales and renewals. This position is ideal for a results-oriented professional with strong solution knowledge, exceptional communication skills, and the ability to deliver accurate sales forecasts consistently. WHAT YOU LL DO Build strong relationships with key stakeholders at our Strategic Accounts, including business owners, technical teams, procurement, executive sponsors, and senior decision-makers. Own retention and renewal plans for Strategic Accounts, proactively identifying risks, addressing service concerns, and coordinating mitigation actions to protect recurring revenue. Monitor account health, customer sentiment, contract milestones, and renewal timelines; maintain clear action plans for at-risk accounts. Schedule and present Quarterly Business Reviews to key stakeholders at our Strategic Accounts. Build internal alignment and action plans to address any issues that may impede renewal and/or additional sales within the Strategic Accounts. Identify and properly qualify business opportunities for expansion within Strategic Accounts, including customer requirements, funding sources, buying processes, decision criteria, competitive positioning, and procurement timelines where applicable. Develop and execute account and territory plans that map customer priorities, stakeholders, whitespace, target organizations, and solution opportunities to support sustainable account growth. Connect customer priorities and business outcomes to measurable value, risk reduction, operational priorities, and the most relevant Fortra solutions. Pursue greenfield opportunities with new prospects and within uncovered business units, territories, or use cases, from prospecting and qualification through close. Follow up on leads and inbound requests from Strategic Accounts and prospective customers. Determine customer needs and apply a product and services offering in an effective manner. Lead the sales process, including discovery, account strategy, presentations, solution evaluations, proposals, negotiations, and closing. Partner with sales engineers, product specialists, customer success, and delivery teams to validate solution fit, deployment requirements, adoption, customer satisfaction, and long-term account growth. Coordinate with systems integrators, resellers, distribution partners, and other channel partners on joint account and opportunity strategies when applicable. Coordinate responses to requests for information, requests for proposals, requests for quotations, and other customer or acquisition activities. Maintain accurate pipeline activity, account plans, opportunity plans, renewal forecasts, and sales forecasts in CRM and other required systems. Other duties as assigned. QUALIFICATIONS Bachelor’s degree required or equivalent professional experience Five or more years of enterprise cybersecurity, technology, SaaS, or managed services sales experience, preferably with strategic accounts Proven success meeting or exceeding quota and closing complex opportunities involving multiple stakeholders Demonstrated experience owning retention and renewal motions, expansion opportunities, and greenfield or new-logo sales Experience developing account and territory plans, qualifying opportunities, managing competitive sales cycles, and maintaining reliable forecasts Strong consultative selling skills, including discovery, solution positioning, business-case development, and translating customer needs into measurable value Experience engaging executive, technical, procurement, contracting, and other decision-makers throughout a complex sales process Excellent presentation, negotiation, written and verbal communication, and cross-functional leadership skills Experience partnering with sales engineers, product specialists, customer success, delivery teams, and channel partners Proficiency with CRM systems and disciplined pipeline, opportunity, account, and forecast management Strong organization and time management skills, with the ability to manage competing priorities and travel as needed Compensation: 150,000 USD - 170,000 USD Base At Fortra, we’re breaking the attack chain. Ready to join us? At Fortra, our compensation philosophy prioritizes fair market value and internal equity, aligning with your experience and specialized skill set. As a full-time, exempt employee at Fortra, you’ll enjoy a comprehensive benefits package that includes: Health, dental, and vision coverage as of hire 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 This role is eligible for commission as defined under the terms of the applicable plan. At Fortra, work is only part of the story. Explore what Life at Fortra is all about, from perks that support holistic wellbeing to a culture that keeps you connected and empowered to make an impact beyond the job. Visit our website to learn more about why employees choose to work for Fortra. Remember to connect with us on LinkedIn. As an EEO/Affirmative Action Employer, all qualified applicants will receive consideration for employment without regard to race, color, religion, sex, national origin, sexual orientation, gender identity, veteran or disability status.

Requirements

Must-haves

Own retention and renewal plans for Strategic Accounts, proactively identifying risks, addressing service concerns, and coordinating mitigation actions to protect recurring revenue.
Monitor account health, customer sentiment, contract milestones, and renewal timelines; maintain clear action plans for at-risk accounts.
Schedule and present Quarterly Business Reviews to key stakeholders at our Strategic Accounts.
Build internal alignment and action plans to address any issues that may impede renewal and/or additional sales within the Strategic Accounts.
Develop and execute account and territory plans that map customer priorities, stakeholders, whitespace, target organizations, and solution opportunities to support sustainable account growth.
Connect customer priorities and business outcomes to measurable value, risk reduction, operational priorities, and the most relevant Fortra solutions.
Pursue greenfield opportunities with new prospects and within uncovered business units, territories, or use cases, from prospecting and qualification through close.
Follow up on leads and inbound requests from Strategic Accounts and prospective customers.
Determine customer needs and apply a product and services offering in an effective manner.
Lead the sales process, including discovery, account strategy, presentations, solution evaluations, proposals, negotiations, and closing.
Partner with sales engineers, product specialists, customer success, and delivery teams to validate solution fit, deployment requirements, adoption, customer satisfaction, and long-term account growth.
Coordinate with systems integrators, resellers, distribution partners, and other channel partners on joint account and opportunity strategies when applicable.
Coordinate responses to requests for information, requests for proposals, requests for quotations, and other customer or acquisition activities.
Maintain accurate pipeline activity, account plans, opportunity plans, renewal forecasts, and sales forecasts in CRM and other required systems.
Other duties as assigned.
Bachelor’s degree required or equivalent professional experience
Five or more years of enterprise cybersecurity, technology, SaaS, or managed services sales experience, preferably with strategic accounts
Proven success meeting or exceeding quota and closing complex opportunities involving multiple stakeholders
Demonstrated experience owning retention and renewal motions, expansion opportunities, and greenfield or new-logo sales
Experience developing account and territory plans, qualifying opportunities, managing competitive sales cycles, and maintaining reliable forecasts
Strong consultative selling skills, including discovery, solution positioning, business-case development, and translating customer needs into measurable value
Experience engaging executive, technical, procurement, contracting, and other decision-makers throughout a complex sales process
Excellent presentation, negotiation, written and verbal communication, and cross-functional leadership skills
Experience partnering with sales engineers, product specialists, customer success, delivery teams, and channel partners

Nice-to-haves

None flagged.

Application prep

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Platform: workday
Effort: long

Benefits

Benefits detected in the listing.

Dental

Vision

401(K)

Pto

Professional Development