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Sales Director - Instant Issuance

190000J9 Requisition #
Position Overview: 

The Director, Financial Instant Issuance (FII) Sales is responsible for leading a major accounts sales team focused on solutions that enhance the card portfolio performance of the Top 150 financial institutions in North America, as well as large retailers and other large issuers of financial payment cards.   The sales team led by this position is chartered with selling Entrust Datacard’s complete portfolio of Financial Instant Issuance solutions, including digital and physical card issuance technologies that may include hardware, software (cloud and on-prem), professional services, and support service offers.   This team executes in primarily a direct sales model, although at times on selective opportunities will work in concert with strategic alliance partners in the sale and delivery of physical and digital card issuance solutions into the marketplace.  This leadership position will be based in North America and report directly to Entrust Datacard’s RVP for the Americas Region.  The Sales Leader will perform the accountabilities detailed below and other duties as assigned.


Performance Management – Customer-facing / Sales                                                                                  50%
 Key Actions/Activities

  • Accountable for developing, implementing and the successful execution of a comprehensive Tier 1 FII sales strategy
  • Through the successful deployment of the above sales strategy responsible for driving sales results to meet and substantially exceed sales quotas and margin goals
  • Participate in account planning as well as specific opportunity planning with regard to FII solutions, and work with Account Executives as well as other cross-functinoal organizations when necessary to execute against plan
  • Develop relationships with appropriate decision making channels within targeted accounts
  • Hire, train, develop and manage a team of major account selling experts for the FII solution to bring competitive knowledge and solution industry expertise for Entrust Datacard’s FII solutions sale opportunities

Sales Leadership & Management                                                                                                                  35%
Key Actions/Activities -

  • Manage team to meet quota objectives, acting as mentor and lead on difficult opportunities
  • Responsible for driving results to meet and exceed financial quotas
  • Monitor team performance against department standards
  • Provide training and day-to-day work direction to team
  • May act as escalation point to resolve complex issues
  • Manage team of direct sales force in the sale of solutions:
    • Direct selling
    • Forecasting orders
    • Partner to define a customer specific solution as well as business case analysis in cooperation with Technical Sales Consultants
    • Participate in defining FII proposal strategy and support the development of RFI and RFP responses

Organization Engagement                                                                                                                  15%
Key Actions/Activities  

  • Work cooperatively with Technical Sales Consultants in the development of business impact modeling tools
  • Build strong and open cross-functional relationships with superiors, peers and team to coordinate resources
  • Work cooperatively with Business Analysts to develop business models and specific cases, where relevant on an opportunity by opportunity basis
  • 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
  • Participate in development and delivery of key presentations onsite with Account Executives
  • Work cooperatively with Account Executives in the pursuit of defined opportunities, when necessary

Basic Qualifications

  • Bachelor’s degree
  • Minimum of 5 years’ experience managing people
  • Minimum of 5-10 years selling experience within the retail banking industry
  • Ability and previous experience developing and successfully implementing an organizational sales strategy – selling integrated solutions to financial services providers
  • Previous success selling complex solution sales (Hardware, Software, Service)
  • Previous successful experience with selling discretionary solutions via a business case led sales motion to the financial services industry
  • Successful track record of demand generation activities within the financial services industry having led to sales in the financial services industry
  • Demonstrated understanding of Business Value Selling
  • Experience working successfully within a Team Selling environment
  • Must be able to lawfully work within the US and have unrestricted work authorization for US
  • Ability to travel up to 50% - US and Canada travel is expected

Preferred Qualifications:

  • Sales experience within the card issuance industry and/or experience selling branch transformation solutions to major banks and financial institutions
  • Demonstrated communication and presentation skills, including the ability to clearly communicate business and technical concepts
  • Proficient with MS products: Excel, Power Point, Outlook
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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