Career Growth, Flexibility and Collaboration!
Entrust is an innovative leader in identity-centric security solutions, providing an integrated platform of scalable, AI-enabled security offerings. 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.
Position Overview: The (Senior) Sales Executive will be responsible for managing the direct sales, as well as indirect channel for South Asia region, with indirect consisting of Distributors, System Integrators, Resellers and Value Added Resellers, and to build a pipeline of opportunities for Instant Financial Issuance (IFI) and related Financial Solutions and Services, as well as Instant ID Issuance (IIDI) and manage it effectively and successfully to meet revenue targets.
This individual will be a Solution Sales Specialist responsible for developing go-to-market strategy and manage high profile accounts, understanding and developing new business opportunities within these accounts. The Sales Executive will work with COE, Marketing, Product and Professional Services to evaluate and review the sales plays. The role will require an understanding of our customer’s expectations relative to: selling environment/sales, operations, services, timelines, costs, and results.
The role will perform the accountabilities detailed below and other duties as assigned.
Accountabilities:
Customer Facing and Client Relationship (20%)
Key Actions/Activities
Establish and maintain client relationships and customer satisfaction strategies to achieve revenue objectives
Responsible for securing and renewing orders; coordinating and managing all aspects of the sale, including but not limited to: accurate revenue forecasting, pre sales support, pricing, contracts, payment, delivery, warranty claims, escalated technical support issues as they relate to customer satisfaction
Act as main contact for channel partners assisting with inquiries, requests, and issues
Coordinate any training needs or events as well as provide marketing information such as product announcements and promotions for channel partner
Work with channel partner to define business plan/strategy and review quarterly (at minimum)
Monitor aging of customers’ equipment and recommend replacements as necessary
Monitor customers’ satisfaction with existing products and services
Responsible for Account conflict resolution
Stay abreast of new product or capabilities development that can impact or benefit the sales activity.
Sales and Business Development (60%)
Key Actions/Activities
Drive and close sales – jointly accountable for achievement of quarterly and annual commitment
Responsible for the creation of annual/quarterly business plans and reviews to ensure performance against plan and strategic imperatives
Serve as the single-point internal resource, responsible for championing/executing our sales and service strategy
Identifies business opportunities by identifying prospects and evaluating their position in the industry.
Research and analyze sales options, including partnerships and channel plays.
Sells by establishing contact and developing relationships with prospects, end users, partners and channels.
Act as an expert for Payments and Identity instant issuance, eKYC, digital account opening and Digital Card solutions, organize and coordinate team selling, including account managers, bid management and technical resources.
Contribute to account planning, budgeting and forecasting.
Develop relationships with appropriate decision makers within targeted accounts and maintain deep understanding of customer’s profile and evolution in order to influence strategies related to product development and in pursuit of defined opportunities
Develop project specific sales strategies and target new account and business development efforts within existing accounts to encourage new and repeat business opportunities
Provide competitive market intelligence to product marketing and management
Drive the company’s participation in industry trade and channel events in support of Entrust technologies/offerings
Product, Service, Market and Customer Account Knowledge (10%)
Key Actions
Knowledge of Entrust Physical, Digital and Identity (P&I) products and service applications and capabilities
Up-to-date knowledge of specific Entrust products & services
Knowledge of assigned customers’ organization, procedure, process and systems
Provide competitive account and market intelligence to product marketing and management
Actively participate with Marketing to create awareness of products and services within account
Stay abreast of new product or capabilities development that can impact or benefit the sales activity.
Administration and Planning (10%)
Key Actions/Activities
Maintain sales and service expense/cost ratios in accordance with corporate guidelines
DORIS – Put something for Corporate compliance and regular trainings
Provide timely and accurate revenue forecasts
Sales absolutes and pipeline development
Basic Qualifications:
Minimum of 10 years experience in account planning and account management
Minimum of 8 years experience in B2B sales of complex systems/solutions
Minimum of 5 years experience selling to, and negotiating with, Senior-level management
Experience working with/in, or selling to, Financial card and/or Government ID industries
Demonstrated business acumen
Preferred Qualifications:
Demonstrated exceptional communication and presentation skills, including the ability to clearly communicate business and technical concepts
Direct Service management experience or responsibility of Service deployment in relation to equipment sales
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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: