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Sales Rep – Account Development Enterprise Strategy Accounts

190000AF Requisition #
Position Overview: 

The Sales Representative is responsible for qualifying MQLs to SQLs, and nurturing new opportunities for Entrust Datacard's Enterprise product suite offering in order to drive revenue and develop sales opportunities for the Strategic Accounts Sales Team through Inside Sales and occasional travel. The Sales Rep will be teamed with a Strategic Account Executive and a Technical Sales Engineer (TSE) to penetrate and grow the business within a defined set of Strategic Accounts, which represent the company’s most valuable customers and prospects.


Prospecting & Lead Development

Key Actions/Activities – 50%

  • Generate leads to qualify through researching the Named Account list of accounts, cold calling and out-bound calling efforts
  • Work in tandem with the Strategic Account Executive and TSE in region to identify opportunities within the designated Named Account list. 
  • Prospect daily for new sales leads within your Strategic & Named Account list. This prospecting includes leveraging referrals from existing customers, inbound leads, cold calling, and working with other members of the Sales organization for contacts 
  • Qualify marketing qualified leads based on set criteria 
  • Book qualified meetings when there is a clear opportunity for a project
  • Articulate the differences in value propositions for different products and solutions in relation to competitors

Customer Relationship Management & Sales

Key Actions/Activities – 30%

  • Clearly articulate Entrust Datacard’s unique value proposition through a variety of methods (i.e., phone, web, etc.) to new prospects, as well as user account base to penetrate and grow revenue within the assigned Named Account list.
  • Vet qualified prospects and opportunities by identifying decision-makers, timeline, and budget potential, by asking qualifying questions to identify the correct prospect contact
  • Contribute to growing sales pipeline and take advantage of market opportunities by working newly installed base accounts and key named accounts
  • Stay up to date on user account base and value trends to connect products to these trends
  • Recognize market trends and report customer feedback on product enhancements to the broader team during sales meetings.
  • In collaboration and partnership with assigned Strategic Account Executive, work sales cycle through booking, processing, closing sales/negotiation
  • Maintain alignment and understanding of account coverage and actions with assigned Senior Sales Executive

Sales Management Processes & Administration

Key Actions/Activities – 20%

  • Maintain call records and account status through opportunity management in
  • Manage timelines and follow-up efforts 
  • Maintain specific new client and prospect information including call records and account status to enhance client approach 
  • Coordinate with assigned Strategic Account Executive to develop account plans, sales strategy, and forecasts for assigned accounts, and execute strategy to work subset of accounts, while nurturing other named accounts for ongoing qualification 

Basic Qualifications
  • Associate's degree
  • Minimum of 3 years of experience in direct sales or sales support role, with demonstrated responsibility for prospecting, building a pipeline, moving opportunities through the sales cycle, and presenting to customers
  • Experience selling into Executive-level decisions-makers 
  • Must be customer-focused and possess strong organizational, time management, interpersonal, and written and verbal communication skills
  • Ability to learn quickly about new technology products and service enhancements
  • Must be able to lawfully work within the US and have unrestricted work authorization for US 
Preferred Qualifications:
  • Experience selling within the technology industry
  • Bachelor's degree
  • Inside Sales/business to business sales experience – developing, qualifying, and validating new business leads preferred with a proven track record of consistently exceeding objectives
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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