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Sales Exec - SSL Channel

180000FV Requisition #
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.
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Position Overview: 
Entrust Datacard is currently looking for a Channel Sales Manager to join our EMEA Sales Team. This position will be based in Reading and will report to the Sr Sales Manager.
To achieve assigned sales objectives in the Northern Europe region by identifying and developing new partners, especially with Value Added Resellers and Value Added Distributors.
To manage the client relationship for key accounts, functioning as a single point of contact. To design strategies for new business development and meet targets for growth.
To provide sales and technical presentations to qualified partners and customers. To provide technical design assistance of Entrust products to Entrust partners. To provide technical Entrust product information at exhibitions and speaking engagements.
Identifies and enables partners to resell Entrust products and successfully implement them. Develops leads to potential new customers through various sources. Consults with partners to analyse and understand their customer’s business needs and determine which of Entrust’s products and services best fit their requirements.
Develops new Channel Partners for Entrust products. Assumes accountability for achieving defined revenue targets. Calls on existing and potential clients to identify their current or perspective needs and provide information about Entrust’s products/services including demonstrations and quotations.
Researches and develops sales presentations to effectively relate Entrust’s products/services to potential customers' needs. Helps partners to develop business proposals for presentation to clients, assembles expertise from other departments to ensure that all technical areas are covered.
Maintains thorough knowledge of Entrust’s products/services, sales objectives and strategies, pricing and delivery/installation policies and practices to be able to respond to customer requests for information. Manages overall client relationships, has overall responsibility for the maintenance and development of business from existing clients.
Responsible for maintaining and forecasting – maintains required sales and call records and prepares reports as required.
Leverages marketing events/activities as well as attending relevant industry events and trade shows to ensure Entrust brand recognition within the marketplace.
Reviews impact of new Entrust product releases, new product features, delivery schedules, and competitor offerings with sales personnel. 
Represents Entrust at technical exhibitions, conferences, and speaking engagements to assist in explaining technical and performance information.
Basic Qualifications
  • Diploma/Degree desirable
  • Experience in a similar role, preferably within the IT or Telecoms industry selling complex solutions to senior levels or large and intermediate sized companies in Enterprise, SI or ISV environments.
  • A proven track record of meeting or exceeding sales targets.
  • New partner development experience
  • Existing relationships with decision makers in Channel partners.
  • Extensive knowledge of Internet Security technologies (e.g. network, Encryption, Authentication, VPN, Access control (PMI)). Knowledge of Entrust products and awareness of competitor product offerings would be an advantage.
  • Awareness of target markets and product offerings of competitors.
  • Strong communication, presentation, proposal writing and sales skills
  • Ability to work cross functionally within the organization
  • Extensive experience in the Northern Europe region
Personal Specification: 
The successful candidate will be highly motivated, possess a flexible attitude to work, be analytical in thinking and have the ability to interact with Sales and Management at all levels.
Must enjoy the pressure and fast paced nature of a sales environment and be able to travel frequently.
Entrust Datacard is an Equal Opportunity Employer.

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