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Sales Representative, Enterprise Channel - Eastern Europe & DACH Region (German language required)

19000068 Requisition #

Sales Representative, Enterprise Channel - Eastern Europe & DACH Region (German language required)                                                                                            

REQ # 19000068 

Position Overview: 

The Sales Representative - Enterprise Channel is responsible for selling Entrust Datacard's Enterprise product suite offering.  This will predominantly be through existing channel partners as well as developing new channel partners, finding, generating and developing new distribution/retail partners in order to sell the company’s products to end-users.  Responsible for new account development and/or expanding existing accounts within the distribution or retail sales channel. Creates awareness and demand for company products. 


The Sales Representative will work with the Sales Manager 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.

Learn more about Entrust Datacard and how we have built Trusted Connections the past 50 years by clicking the following link:


Prospecting & Lead Development

Key Actions/Activities
  • Generate leads to qualify through researching new channel partners, new distribution/retail partners, cold calling and out-bound calling efforts  
  • Work in tandem with the Enterprise Sales Executive, Channel Sales Manager and TSE to identify opportunities within the designated new distribution/retail partners.  
  • Articulate the differences in value propositions for different products and solutions in relation to competitors

Partner Relationship Management & Sales

Key Actions/Activities
  • 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 working with channel partners to penetrate and grow revenue within the assigned Territory Account Plan.
  • Vet qualified prospects and opportunities by identifying decision-makers, timeline, and budget potential, by asking qualifying questions to identify the correct prospect contact
  • Grows sales pipeline and take advantage of market opportunities by working newly installed base partners and key named partners
  • Stay up to date on partner base and value trends to connect products to these trends
  • Recognize market trends and report partner feedback on product enhancements to the broader team during sales meetings.
  • Maintain alignment and understanding of partner coverage and actions with assigned Enterprise Sales Executive.
  • Helps partners to develop business proposals for presentation to clients, assembles expertise from other departments to ensure that all technical areas are covered.

Sales Management Processes & Administration

Key Actions/Activities
  • Responsible for maintaining and forecasting – maintains required sales and call records and prepares reports as required.  
  • Maintain specific new partner and prospect information including call records and account status to enhance partner approach 
  • Works with Channel Sales Manager to review impact of new Entrust product releases, new product features, delivery schedules, and competitor offerings with sales personnel.  

Basic Qualifications
  • Experience selling within the technology industry
  • 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 
  • Experience in Channel development
  • 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 fluent in English and German 

Preferred Qualifications:

  • Bachelor's degree
  • Additional language skills such as French and Eastern European languages are a plus
  • Developing Territory Account Plan

 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 www.entrustdatacard.comFollow us on Twitter, YouTube and LinkedIn.



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