Sr Account Executive - TOLA Region

📌 Core Information

🔹 Job Title: Sr Account Executive - TOLA Region

🔹 Company: Fortra

🔹 Location: United States

🔹 Job Type: On-site

🔹 Category: 💼 Account Management

🔹 Date Posted: Mon Mar 31 2025

🔹 Experience Level: 5-10 years

🔹 Remote Status: On-site

📌 Essential Job Details

🚀 Job Overview

Key aspects of this role include:

• Selling Fortra’s software products within the TOLA region (Texas, Oklahoma, Louisiana, Arkansas).
• Identifying and properly qualifying business opportunities.
• Preparing formal proposals and leading negotiations to close sales.
• Maintaining a strong knowledge of offered solutions and providing accurate sales forecasts.

ASSUMPTION: The role requires individuals to be proactive and knowledgeable about the cybersecurity industry to succeed in the fast-paced TOLA region market.

📋 Key Responsibilities

✅ Make regular telephone calls to develop relationships and follow up on leads.

✅ Identify and properly qualify business opportunities.

✅ Lead negotiations, coordinate complex decision-making processes, and overcome objections to closure.

✅ Develop and maintain communications in a cooperative and friendly manner with all levels of staff and customers.

✅ Assist in determining sales strategies and goals for products and services.

✅ Assist in evaluating product and service offerings in terms of customer needs.

✅ Research and develop lists of potential customers.

✅ Determine customer needs and apply products and service offerings effectively.

✅ Other duties as assigned.

ASSUMPTION: The responsibilities require extensive travel within the TOLA region and a focus on relationship-building with key stakeholders.

🎯 Required Qualifications

Education: Bachelor’s degree required

Experience: 5+ years of field sales experience with successful quota attainment

Required Skills:

• Excellent written and verbal communication skills
• Strong organization and time management skills with the ability to manage competing priorities
• Demonstrated ability to problem-solve and negotiate with an emphasis on closing the sale

Preferred Skills:

• Experience with Information Security
• Experience with Cybersecurity and AI

ASSUMPTION: The preferred skills suggest a strong technical background may enhance the ability to understand and sell complex software products.

💰 Compensation & Benefits

Salary Range: $90,000 — $140,000 USD

Benefits:

• Health, dental, and vision coverage as of hire
• Immediate enrollment in 401(k), HSA, and FSA plans
• Flexible PTO policy
• Participation in our equity program
• Tuition and personal enrichment reimbursement

Working Hours: Standard 40 hours per week; may require additional hours based on sales targets and client meetings

ASSUMPTION: The compensation structure is likely performance-based with a strong emphasis on achieving quotas to earn commissions.

📌 Applicant Insights

🔍 Company Context

Industry: Software Development with a focus on cybersecurity

Company Size: 1,001-5,000 employees, offering a robust support system and growth opportunities.

Founded: Not specified

Company Description:

• Known for innovative software and world-class support.
• Focused on adapting to the ever-evolving cybersecurity landscape.
• Emphasizes collaboration with customers to provide tailored solutions.

Company Specialties:

• Cybersecurity Solutions
• AI Integration
• Customer-Centric Services

Company Website: https://www.fortra.com/

ASSUMPTION: The company’s diverse offerings in cybersecurity require candidates to be adaptable and inquisitive, with the ability to learn quickly about evolving technologies.

📊 Role Analysis

Career Level: Senior-Level, demanding extensive experience and leadership in sales strategies.

Reporting Structure: Likely to report to a regional sales director or manager.

Work Arrangement: Primarily on-site with potential travel within the TOLA region.

Growth Opportunities:

• Potential to advance to sales director roles
• Opportunities to lead strategic initiatives
• Participation in professional development programs

ASSUMPTION: Career growth is achievable through demonstrated sales success and leadership capabilities.

🌍 Location & Work Environment

Office Type: Corporate office setting, likely requiring regular client site visits.

Office Location(s): Headquarters located in Eden Prairie, Minnesota, with primary responsibility in the TOLA region.

Geographic Context:

• The TOLA region is economically vibrant with numerous business expansion opportunities.
• The area has a thriving technology and cybersecurity sector.
• Requires a willingness to travel and meet clients at their premises.

Work Schedule: Typical full-time schedule with extra hours during peak sales periods.

ASSUMPTION: The dynamic region demands flexibility and travel readiness from candidates.

💼 Interview & Application Insights

Typical Process:

• Initial application screening by HR
• Phone interview with HR representative
• Technical and skill assessment with hiring manager

Key Assessment Areas:

• Sales acumen and quota attainment
• Industry knowledge in cybersecurity
• Communication and negotiation skills

Application Tips:

• Highlight relevant sales achievements and targets met.
• Emphasize knowledge or experience in cybersecurity and AI if applicable.
• Demonstrate understanding of the TOLA region market dynamics.

ATS Keywords: Sales, Negotiation, Cybersecurity, Customer Relationship, TOLA

ASSUMPTION: Showing a strong alignment with Fortra’s values and market understanding will enhance application success.

🛠️ Tools & Technologies

• CRM Tools (e.g., Salesforce)
• Communication Platforms (e.g., LinkedIn, Zoom)
• Analytics Software for performance tracking

ASSUMPTION: Proficiency in sales and analytical tools is essential for managing client relationships and sales metrics effectively.

👔 Cultural Fit Considerations

Company Values:

• Customer Focus
• Innovation and Excellence
• Integrity and Teamwork

Work Style:

• Proactive and self-motivated
• Adaptable to change in a fast-paced environment
• Collaborative with a focus on results

Self-Assessment Questions:

• Do I have the required sales experience in the TOLA region?
• Am I familiar with the cybersecurity market dynamics?
• Can I demonstrate a proactive approach to building client relationships?

ASSUMPTION: Candidates should align with Fortra’s commitment to security excellence and customer satisfaction.

⚠️ Potential Challenges

• Intense travel requirements within the TOLA region
• Constantly evolving cybersecurity landscape
• High expectations for meeting sales quotas
• Balancing work with the need for product and industry knowledge updates

ASSUMPTION: Candidates must be comfortable with extensive travel and staying up-to-date with industry trends.

📈 Similar Roles Comparison

• Higher emphasis on cybersecurity knowledge compared to traditional sales roles
• Potential for greater regional travel within the TOLA region
• Stronger focus on technical understanding of products offered

ASSUMPTION: Comparable roles may differ by the level of specific industry knowledge required, especially in cybersecurity.

📝 Sample Projects

• Developing a sales strategy for a new product launch in Texas
• Conducting market research to identify new client segments in Oklahoma
• Leading a cross-functional team to enhance customer satisfaction in Louisiana

ASSUMPTION: Projects will often involve cross-collaboration and require a strategic focus on market expansion.

❓ Key Questions to Ask During Interview

• How does Fortra support its sales team in achieving their quotas?
• What are the main challenges in the TOLA region market?
• How is performance measured and rewarded beyond quotas?
• What growth opportunities does Fortra offer for successful account executives?
• Can you describe the team culture and management style of the sales department?

ASSUMPTION: Interview questions should help candidates gauge the support systems and culture at Fortra.

📌 Next Steps for Applicants

To apply for this position:

• Submit your application through Fortra's career page
• Prepare to discuss your experience in sales, particularly in the cybersecurity sector
• Highlight any accomplishments or recognitions in past roles
• Be prepared to articulate how you can contribute to Fortra’s growth in the TOLA region
• Follow up with a thank-you email post-interview to reiterate interest

⚠️ This job description contains AI-assisted information. Details should be verified directly with the employer before making decisions.