About the Role
Fortra is seeking an experienced Account Executive to grow sales of its defensive cybersecurity solutions across Sweden Defence. This individual will own a portfolio of Ministry of Defence accounts and related Defence organisations, develop strategic customer relationships, and lead opportunities from initial engagement through contract award and account expansion. The successful candidate will combine a record of cybersecurity sales success with a strong understanding of Swedish 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.
Responsibilities
•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 Sweden 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.
Success in this role means consistent sales performance, a qualified, accurate and sustainable pipeline, strong relationships across Sweden Defence and a repeatable strategy for expanding Fortra's presence. The Account Executive will establish Fortra as a trusted cybersecurity partner by aligning its solutions with customer needs and maintaining disciplined execution throughout the sales lifecycle.
Requirements
•Five or more years of enterprise technology or cybersecurity sales experience, including direct sales into Sweden 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 Swedish 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 Sweden.
Preferred
•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 Sweden Defence security requirements, Zero Trust, the NCSC Cyber Assessment Framework, secure-by-design principles and Swedish Government accreditation processes.
•Experience working with Defence primes, global systems integrators and channel partners on MOD opportunities.
•Prior military service or civilian experience supporting Sweden Defence missions.
•Active Sweden security clearance, preferably SC or above, where relevant to assigned accounts.
•Bachelor's degree or equivalent professional experience.
Benefits
Fortra offers competitive benefits and salaries, personal and professional development opportunities, and flexibility.
