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Associate Sales Exec - Enterprise                                      REQ# 180000CZ
Position Overview: 
Reporting to the Regional Sales Director, the Enterprise Tier 1 Sales Executive will be responsible for demand generation and account retention within our Entrust Datacard Security offerings, including our industry-leading authentication platform and our digital certificate offering/services.
The Enterprise Tier 1 Sales Executive will be partnered with a Senior Sales Executive to achieve assigned sales objectives in their designated Named Account base with a special focus on the Enterprise Tier 1 net new market in the United States Commercial market. Teaming will be critical as the Enterprise Tier 1 Sales Executive will work closely with a 3 person team (Sr. Sales Exec plus their Technical Sales partner and Inside Sales Rep) for the given assigned Named Accounts. The Enterprise T1 Sales Executive will also work closely with the Regional Director for mentorship and guidance to accelerate learning curve and effectiveness.  The Enterprise T1 Sales Executive will develop a pipeline (hunter) of Net New logo opportunities throughout the designated Named Account list and will be responsible for identifying, engaging, managing, and closing opportunities. There will also be an emphasis on developing and working with Value Added Resellers.  The Sales Exec will be accountable for the follow responsibilities detailed below, and other duties as assigned:
New Business Development Sales                                                              60%
  • Accountable to close business within assigned territory account list against an annual quota, leveraging the Sr. Sales Executive for mentoring and support as needed
  • Act as region selling expert for the Authentication and PKI, partnering with the territory Sr. Sales Executive to bring competitive knowledge and solution industry expertise for Entrust Datacard Enterprise solutions
  • Delivers value proposition message through a variety of methods (i.e., phone, web, in person etc.) to prospects within assigned account territory
  • Ability to listen to and interpret customer requirements, build knowledge of customer challenges and propose technical solutions that directly apply to customer needs; leveraging the Sr. Sales Exec and Technical Sales as needed
  • Partner with Technical Sales and Sr. Sales Executive to provide product presentations/demos to prospects and customers
  • Develop relationships with appropriate decision makers within targeted accounts and maintain close understanding of customer’s profile and evolution in order to influence strategies related to Authentication and PKI needs in pursuit of defined opportunities
  • Drive and close direct sales in partnership with Sr. Sales Executive to ensure territory meets its quarterly and annual commitments
  • Successfully manage and overcome prospect objections
  • Manage full end-to-end sales lifecycle and close sales
Account Management                                                                                 30%
  • Communicate directly with existing customers within assigned territory; positively represent the company and provide excellent customer service
  • Work with existing customers together with region Sr. Sales Executive on expansion within accounts
  • Propose upgrade solutions to existing customer base
Sales Business Management and Administration                                       10%
  • Stay abreast of new product or capabilities development that can impact or benefit the sales of the Enterprise  solution in targeted market
  • Participate in proposal development
  • Work cooperatively with Technical Sales Consultants in the development of business impact modeling tools
  • Develop and maintain a deep understanding of competitive offerings within marketplace
  • Provide competitive account and market intelligence as well as voice of the customer information to product marketing and management, and help define market requirements to product marketing in support of future solution road mapping
  • Leverage impeccable forecasting and financial planning solutions through timely and comprehensive use of the CRM system and other reports/tools available for accurate pipeline build-up and planning purposes
  • Create annual/quarterly business plans and reviews to ensure performance against plan and strategic imperatives
Basic Qualifications
  • Minimum 3 years’ experience in Selling
  • Experience with direct quota responsibility and demonstrated, consistent over-achievement
  • Demonstrated ability to communicate effectively, both verbally and written
  • Demonstrated creative, analytical and critical thinking abilities
  • Technical competence and ability to utilize various software platforms (, Oracle, Business Intelligence, CRM)
  • Proficient with MS products: Word, Excel, PowerPoint, Outlook
  • Reside within the territory / region, with ability to travel up to 50%
  • Must be able to lawfully work within the US and have unrestricted work authorization for US
Preferred Qualifications:
  • Bachelor's degree
  • Software, managed / cloud-based services, and IT Security experience
  • Experience selling software and services, preferable in the information security or IT space
  • Goal oriented, persistent, skilled collaborator with exceptional communication and interpersonal skills
  • Solution selling experience
About Entrust Datacard
Our growing company relies on curious, dedicated and innovative colleagues to anticipate the future and provide solutions for a more connected, mobile and secure world. Entrust Datacard technologies and expertise help government agencies, enterprises and financial institutions in more than 150 countries serve and safeguard citizens, employees and consumers. Each year, our solutions secure billions of transactions — and every day, our technologies issue and manage more than 10 million secure identities. How do we do all of this? Together.
Join us. Together we’ll create solutions for a more connected, mobile and secure life.
For more information, visit Follow us on Twitter, YouTube and LinkedIn.
Entrust Datacard Corporation is an Equal Opportunity Employer. All qualified applicants will receive consideration for employment without regard to race, sex, color, religion, sexual orientation, gender identity, national origin, protected veteran status, or on the basis of disability.

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