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19000022 Requisition #

Technical Sales Consultant – Financial Market                                               REQ# 19000022

Position Overview: 

The Technical Sales Consultant (TSC) partners with sales person when necessary as a part of sale.  The TSC utilizes a consultative approach to understand customer business requirements and to promote Entrust Datacard solutions.  The TSC provides detailed understanding of the capabilities and limitations of specialized technologies within Instant card issuance and enterprise-level software solutions, and is utilized as a resource throughout the sale of Entrust Datacard CardWizard® Financial Instant Issuance solution.  The TSC will perform the accountabilities detailed below and other duties as assigned.  This specific TSC position will be supporting our growing business in Africa and we are happy to consider candidates who are based in Morocco or other regions of Africa.

Customer Facing Consultative Selling                                                                                  50%

Key Actions/Activities

  • Partner with sales person to identify inefficiencies and diagnose solutions within an existing sales opportunity.  Have the ability to articulate the findings and help the customer realize the need.
  • Attends customer visits, with sales person when able, for demonstrations and consultative sell
  • Define and document customer business requirements by asking more detailed questions than the sales person knows to ask
  • Looked to as the expert in the Entrust Datacard Instant Issuance offering and can provide details on how things work, almost to an engineering level, as well as how products can work for customer
  • Interact directly with customer and translate Customer needs to internal Engineering colleagues, when necessary

Strategic Planning and Technical skills                                                                                 40%               


Key Actions/Activities

  • Work with sales person for planning and strategy development.
  • Analysis and solutions development for the specific requirements
  • Ability to draft high level architecture to satisfy customer requirements
  • Ability to design functional specifications to support customer expected workflow
  • Network and Enterprise software deployment savvy (VM, HA, …)
  • Ability to talk about system integration using APIs (SOAP, REST..)
  • Knowledge of EMV and smartcard issuance technologies
  • Planning and preparation for customer meetings, including the creation of presentation materials, planning of product demonstrations
  • Work with Sales/Bid team in the development of proposal/response, providing necessary business requirements information
  • Coordinate with internal Entrust Datacard functional groups based on needs and requirements of solutions as necessary
  • Provide competitive market intelligence to product marketing and management
Education and Development                                                                                                   10%                    

Key Actions/Activities

  • Responsible for own professional development and being current on latest Entrust Datacard products and services, through externally organized or self training
  • Up-to-date knowledge of specific Entrust Datacard products & services
  • Work with Marketing and sales people to understand value proposition
Basic Qualifications
  • Bachelor’s degree in Engineering Field
  • Minimum of 8  years experience in a technical sales support role
  • Demonstrated excellent interpersonal and influence skills, and experience relaying technical information/solutions to a non-technical audience
  • Broad technical knowledge of, and aptitude for, articulating the value of enterprise-level software solutions, sophisticated packaging solutions, and operational analysis of production environments
  • Demonstrated communication and presentation skills, including the ability to clearly communicate and influence in regards to business and technical concepts(ie. selling the value of efficiency and/or marketing benefits)
  • Proficient with MS products: Excel, Power Point, Outlook
  • Demonstrated Business Acumen

Preferred Qualifications:

  • Master’s in Business Administration
  • Broad technical knowledge of, and aptitude for, articulating the value of smart card data preparation and personalization software solutions
  • Technical knowledge of networking and/or computer applications
  • Experience performing financial analysis
  • Preferred Languages: English, French, Arabic
Other Information: 

Number of direct reports:                       None

Number of indirect reports:                    None

Budgetary/Fiscal Responsibility:            None

Travel Requirements:  up to 50% - International travel is expected 


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