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190000B7 Requisition #

Sales Director - Identity and Access Management                                       REQ# 190000B7                                

Entrust Datacard has a large global network of Identity and Access Control channel partners serving over 120 countries. Soliciting, growing, managing, supporting and training world class partners who are chartered with selling our growing portfolio, representing our brand and beating the competition requires a dedicated team of channel skilled professionals.

Position Overview: 

The Sales Director, Identity and Access Management will report to the Region Vice President EMEA and will also work closely with the Identity and Access Control Solutions organization and Global Channel Strategy organization to set the and execute the channel strategy for this business in EMEA.


This position will have leadership responsibility for a sales team of 5-7 resources and will be responsible for delivering against the targeted revenue and profit plan for this business in EMEA.  In addition, this role will work with other internal organizations to develop and deliver effective channel programs and growth enabling tools for Entrust Datacard’s network of channel partners and perform the responsibilities detailed below and other duties as assigned.

  • Define the channel strategy for the region while consulting with key stakeholders.
  • Manages channel partners’ performance based on agreed business plans/quotas.
  • Meet agreed upon regional revenue and margin goals; participate in regular forecasting.
  • Manages channel conflicts between partners by coordinating resolution between partner sand related parties in Entrust Datacard.
  • Explore, manage and realize cross-selling potential within all sales opportunities
  • Manages relevant policies, certification processes, qualification procedures and/or guidelines associated with the Global Partner Program.
  • Recruit and onboard channel partners, as well as work to increase revenue/margin with existing partners.
  • Act as channel advocate
  • Participates in new product launch cross-functional teams, where needed, to define channel requirements and go-to-market strategy.
  • Manage Channel Account Managers and Associate Account Managers.
  • Provide regular sales forecast and serve as primary owner for the sales results for this business segment in EMEA.
  • Provides competitive and market intelligence as well as voice of the partner information to product marketing and management, and helps define market requirements to product marketing in support of future solution road mapping.
Basic Qualifications
  • Bachelor's degree in Business and/or Engineering
  • Minimum 10 years of experience in Channel Management or Sales in a business-to-business sales environment, preferably in the Identity and Access Control business segment.
  • Minimum of 5 years people leadership experience.
  • Proven ability to drive growth through channel partners.
  • Technical competence and ability to utilize various software and hardware platforms (Oracle, Business Intelligence, CRM and PRM).
  • Proficient with MS products: Excel, PowerPoint, Outlook and Word.
Preferred Qualifications:
  • Masters of Business Administration
  • Goal oriented, persistent, skilled collaborator with exceptional communication and interpersonal skills
  • Travel Requirements:  minimum to 50%

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 EOE/AA/Veteran/People with Disabilities employer.




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