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Sales Executive, Access Control

180000KS Requisition #

Sales Executive, Access Control                 (#180000KS)


Position Purpose:  The  Access Control Sales Executive will be responsible for driving top line revenue and profitability for through an assigned partner portfolio and territory.   Solution portfolio includes both our desktop credentialing systems as well as the suite of Entrust Logical Access applications.   Additional responsibilities include the execution and expansion of Entrust Datacard’s Global Partner Program. This role will deliver effective channel programs and growth enabling tools  through Entrust Datacard’s network of channel partners and perform the responsibilities detailed below and other duties as assigned. 


Global Channel Sales and Marketing                                                                                               

  • Achieve annual revenue and margin growth objectives through assigned channel partners
  • Research and determine territory or vertical market growth opportunities
  • Execute annual business plans with channel partners.
  • Works closely with channel partners, Marketing Communications team and Global Channel Corporate team to ensure consistent management of channel marketing, demand generation campaigns, and channel communications.
  • Proactively assesses, clarifies and validates partner needs on an ongoing basis.
  • Participates in new product launch cross-functional teams, where needed, to define channel requirements and go-to-market strategy.

Global Partner Program (GPP) Process Management and Channels Operations                            

  • Development of channel quotas.
  • Manages channel partners’ performance based on agreed business plans.  Manage the development of channel forecast cadence and periodic review processes.
  • Manages channel conflicts between partners by coordinating resolution between partners and related parties in Datacard.
  • Manages channel partner contract renewals in accordance with established Global Partner Program guidelines.
  • Manages relevant policies, certification processes, qualification procedures and/or guidelines associated with the Global Partner Program.
  • Works closely with a dedicated inside account team to providing exceptional customer service and support
  • Utilizes the Learning Management System in Oracle to manage the certification standards for each channel partner worldwide.
  • Recruit and onboard channel partners, as well as improve the performance of existing partners including collaborating with the respective training groups to enhance the channel training program.
  • Drives adoption of the Global Partner Program among assigned partners and ensures partner compliance.
  • Act as channel advocate, report opportunities to improve ease of doing business with appropriate personnel.
Analysis and Reporting                                                                                                         
  • Leverage channel metrics to monitor the performance of channel programs.
  • Conduct quarterly business reviews with partners leveraging Business Intelligence (BI) reporting tools
  • Focus on channel partner usage of the PRM system to track and report channel partner Deal Registration, Special Pricing, Pipeline Opportunities and MDF/Co-op marketing activities.
  • Ensures ongoing aspects of the partnership, including (but not limited to) training and event coordination to improve sales channel effectiveness and deliver significant incremental revenue to the business.
  • Provides competitive and market intelligence as well as voice of the partner information to help define market requirements to product marketing in support of future solution road mapping.
  • Provides intelligence on competitive channel programs and strategies.

Basic Qualifications:
  • Minimum 5 years of experience in Channel Management or Sales in a business-to-business sales environment.
  • Experience in selling hardware, software and service products through channels.
  • Experience in different aspects of channel management, including recruitment, enablement, demand generation, business planning, conflict management and performance management.
  • Experience driving 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.
  • Ability to travel up to 50% of time
  • Must have unrestricted work authorization for US

Preferred Qualifications:

  • Bachelor's degree
  • Proven ability to create brand mind share within a network of channel partners.
  • Demonstrated creative, analytical and critical thinking abilities.
  • Goal oriented, persistent, skilled collaborator with exceptional communication and interpersonal skills
  • Experience within the access control systems space

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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