Sr Sales Exec

Career Growth, Flexibility and Collaboration

Entrust is dedicated to keeping the world moving safely by enabling trusted identities, payments, and data protection around the globe. Headquartered in Minnesota, we offer our colleagues the ability to work globally, in a flexible and collaborative environment. Our team makes an impact

The Company: Entrust relies on curious, dedicated and innovative individuals whom anticipate the future and provide solutions for a more connected, mobile and secure world. Entrust’s technologies and expertise help government agencies, enterprises and financial institutions in more than 150 countries serve and safeguard citizens, employees and consumers.

We Believe: Securing identities is most effective when we value all identities. We are committed to ensuring that, through diversity and inclusion, the many voices that make up our communities are heard. From unconscious bias training for managers to global affinity groups that create connections both within and across our enterprise, Entrust expects and encourages all individuals to accept and respect one another. And, of course, to be themselves.

The Senior Sales Executive – Digital Security Consultant will be responsible for the development, qualification, and acceleration of opportunities around the Digital Security product solutions.

This Senior Sales Executive is an Overlay Sales specialist responsible for developing sales plays tailored to promote solutions across the Entrust portfolio. Technologies offered by Entrust include; Authentication/IAM, PKI, Digital Signing, SSL, and Data Protection.

This position will focus primarily on Authentication/IAM and all the use cases for them and where they fit in Entrust’s Zero Trust and PQ strategy. A background selling/consulting on Authentication/IAM is preferred. The Sales Executive will work with Marketing, Product, Professional Services along with a well-coordinated effort with account sales teams to evaluate and review the opportunities that may be aligned to their objective.

Working along with multiple Account Executives, the Sales Executive will act as a subject matter expert for Digital Security Solutions and will develop the sales strategies in all the markets currently covered by Entrust territory reps where aligned.

Responsibilities:

Sales Overlay – Subject Matter Expert (SME) 60%

· Act as a territory SME and role model for your solution specialism bringing cross-portfolio vision, consultative selling skill, sales best practices, competitive knowledge, industry/vertical knowledge and business expertise as consultant to the sales person’s pursuit.

· There will be a strong emphasis on developing and helping to strengthen relationships with relevant Value Added Resellers, MSSP’s, OEMs or Alliance Partners.

· Demonstrate a consultative selling approach to improve engagement with senior decision makers for their Entrust portfolio specialism.

· Identify skills/knowledge gaps and work with sales leadership, Entrust Learns and other relevant business stakeholders to ensure training is subsequently delivered e.g. covering latest industry knowledge/themes, new solution playbooks etc.

· As a Bid Review participant, promote best practices in qualification, optimize response quality and support sales in positioning at key tender related meetings.

· Co-ordinate for Product Management to communicate with existing customers to drive improved and more frequent value engagements, expansion, timely upgrades e.g. voice of customer, customer success plans, good account governance processes etc.

· Participate and provide expert commercial guidance in large deal legal negotiations.

· Deliver the most advantageous sales messages to prospects in the critical stages of large deal pursuits and assist the sales person to most effectively deal with their actions, or customer objections, in order to move the deal forward efficiently.

· Participate in formal onboarding processes and account/governance management programs.

· Attend exhibitions and conferences that Entrust participate in and co-ordinate & help prepare for Entrust speaking opportunities.

· Working closely with the Alliance Team, identify and co-ordinate regional sales and Pre-Sales engagement to leverage the relationships to our best advantage.

· The Sales Executive will be expected to support business development initiatives with longer term horizons in order to help the business retain market leadership or support investment decisions.

Marketing & Go-to-market 30%

· For your specialism, interpret recurring customer requirements/challenges to help develop value/business outcome based messaging and sales plays to maximize impact, campaign success and/or competitive differentiation.

· Help Product Management, Sales Operations, Legal and Finance to develop channel friendly solutions and improve business processes.

· Identify and support the development of solution/portfolio/new product based promotions

· Identify business process impediments or single points of failure that cause inefficiencies or affect an excellent customer experience and work with stakeholders to resolve.

· Support preparations in external prospecting activities and external speaking opportunities on webinars, via blogs/social media or at events.

· Coordinate with Pre-Sales and Product Management to deliver a good market intelligence and channel/customer training e.g. Lunch’n Learns, individual videos etc. Directly support channel enablement by delivering sales training (directly or recorded).

· Using available tools and through daily sales engagement, develop and report on trends analysis e.g. Support, Renewals, Win/Loss, Terms, Size, Competitors, impacts on market share

Sales Business Management and Administration 10%

· Help validate for sales leadership large deal forecasting, compliance processes and financial planning through up to date customer engagement and other reports/tools available.

· Act as mentor across Sales team, helping them engage across the organization to make sound decisions during pursuits and, for large deals, identify and mitigate risks.

Basic Qualifications

· Track record of consultative selling, large deal pursuit and team selling.

· 8 + years’ experience in business-to-business sales capacity or equivalent.

· Successful track record of developing sales, service, bid management and solutions delivery.

· Excellent interpersonal skills with customers, partner and colleagues

· Travel Requirements: Minimum of 30% travel is expected.

· Additional language to English is preferred, preferably Spanish, German, Italian or French

· Bachelor’s degree or equivalent experience.

· Must be able to lawfully work within the EU

Preferred Qualifications:

· Experience in Overlay and specific, relatable Digital Security solution sales.

· Demonstrated work experience that confirms detailed technical acumen along with excellent communications along with selling acumen.

· A knowledge of compliance, risk, security frameworks e.g. ISO27001, IT operations and the challenges our customers face in maintaining their cyber resilience.

· A knowledge of virtual infrastructure components, and experience with VMware security.

· Consultative selling experience in complex situations. The ability to then analyze an opportunity and position elements from a broad portfolio of capabilities.

· The ability to motivate and inspire colleagues to, for example, adopt selling best practices, maximize quality, learn, apply sound business judgement, adapt to change, improve business process etc.

· Actively contribute to external prospecting activities, provide support for external speaking opportunities, vertical/functional/leadership content creation, customer solutioning interactions such as initial engagement, workshops or close support.

#LI-JB2

This role is eligible for a remote or hybrid work arrangement. Please consult with the recruiter for more information.

For US roles, or where applicable:

Entrust is an EEO/AA/Disabled/Veterans Employer

For Canadian roles, or where applicable:

Entrust values diversity and inclusion and we are committed to building a diverse workforce with wide perspectives and innovative ideas. We welcome applications from qualified individuals of all backgrounds, and we strive to provide an accessible experience for candidates of all abilities.

If you require an accommodation, contact accessibility@entrust.com .

Recruiter:

James Beck

James.Beck@entrust.com

Entrust keeps the world moving safely by enabling trusted experiences for identities, payments, and data. We offer an unmatched breadth of solutions that are critical to enabling the future of secure data and networks and protecting trusted customer and citizen interactions. With more than 2,800 colleagues, a network of global partners, and customers in over 150 countries, it’s no wonder the world’s most entrusted organizations trust us.

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