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Sales Engineer

190000CU Requisition #

Today's fast-moving digital environment enables enterprises to operate more efficiently, gain competitive advantage and serve customers better than ever before. It also multiplies the security risks.

nCipher Security, and Entrust Datacard company empowers world-leading organizations by delivering trust, integrity and control to their business critical information and applications.

Our cryptographic solutions secure emerging technologies – cloud, IoT, blockchain, digital payments – and help meet new compliance mandates, using the same proven technology that our customers depend on today to protect against threats to their sensitive data, network communications and enterprise infrastructure. We deliver trust for your business critical information and applications, ensuring the integrity of your data and putting you in complete control – today, tomorrow, and at all times.

Primary Purpose of the Role:

This position provides technical consultancy to directly assist nCipher’s sales representatives in the office and out in the field across EMEA. The territory supported would be our Southern EMEA region – primarily France, but also other countries in Southern Europe (SoE) along with other French-speaking territories outside Europe.

The Sales Engineers act very much as ambassadors for the company. It is important to foster and maintain a strong relationship with our customers, based on trust and mutual respect. The SEs should be seen as direct peers of the contacts we work with at customer organisations.

This role requires an individual that is prepared to travel extensively to secure business for the organisation. Along with a large number of projects across the SoE territory, this role is likely to involve travel to existing customers and new prospects across the entire EMEA region.

This role requires both technical and sales skills to be able to understand customer needs/requirements in order to assist in the qualification of sales opportunities. This person will be viewed as a trusted advisor to help customers and prospects utilise our nShield Hardware Security technologies. Must be a self-starter who can multi-task, manage their time, prioritise accordingly and thrive in a fast-paced environment with minimal direct supervision.


Key Responsibilities and Tasks:

·       Works closely with nCipher Sales Teams as a technical consultant for our nShield HSM technologies during sales calls, at sales meetings and at exhibitions across the territory

·       Builds product demonstration environments

·       Answers technical questions and conduct demonstrations of our products and new features to prospects and existing customer accounts

·       Provides technical descriptions and content for proposals in response to RFPs & RFIs

·       Provides full technical training on our solutions

·       Gathers ongoing prospect/customer feedback and related information

·       Delivers remote and field-based product installations, problem resolution and general technical support


The Sales Engineers are responsible for capturing technical detail and business drivers for all sales opportunities they have been involved in. This information is captured in our customer database, (SFDC). A number of regular reports are used to monitor completion rates by each of the Sales Engineers globally.


Each Account Manager in the business has a specific quota to achieve. The quotas for the Sales Team in each region are combined into a regional target. This role primarily supports the SoE region. Success by the team in achieving the regional number for SoE is a key performance indicator. Additional reports will be generated in SFDC, demonstrating the effectiveness of individual SEs in supporting opportunities through to completion.





§  Excellent written and verbal communication skills

§  Excellent presentation skills

§  Hands-on technical competence with integrating server end security products


§  Demonstrable detailed understanding of, and enthusiasm for, the IT security space





§  Customer-facing experience within the IT Security industry


§  Experience of nCipher HSM products or directly competing solutions (such as Utimaco, HP/Atalla, Gemalto-SafeNet)

§  Experience of presenting to audiences at industry events


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