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190000HK Requisition #

Technical Sales Consultant                                                                               REQ #190000HK


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 has an excellent reputation for the quality of its various technical services; Professional Services (PS) is firmly committed to maintaining this tradition. PS maintains a small but highly effective team that provides a full range of technical services supporting the sale and deployment of Entrust Datacard PKI and authentication solutions.  The EMEA Enterprise PS function has separate teams dedicated to support pre-sales and deployment of EDC solutions.  The Technical Sales Consultant role reports into the pre-sales team.


This is a highly dynamic, challenging role that covers the full lifecycle of pre-sales technical activities. This role is responsible for qualifying, preparing solutions for and technically educating our customers during pre-sales activities working closely with the Sales teams.


The TSC professional prides themself on being highly technical; keeps current on Entrust Datacard solutions; has a willingness to continually learn and train; is extremely flexible and adaptable; communicates effectively with colleagues, partners and customers; and enjoys traveling to various countries with unique cultural settings, sometimes on short notice.


This role has significant direct interaction with our customers; thus, excellent customer-facing skills and an appreciation of the commercial sales environment are essential.  The consultant is responsible for managing their own day to day tasks in consultation with the Director of Professional Services/pre-sales manager and Regional Account Manager.  We are open to candidates located in Spain or France for this role.

  • Work closely with regional sales teams to identify and develop sales opportunities for EDC authentication and PKI products and services for new and existing customer accounts.
  • Provides pre-sales technical expertise by assisting Sales in assessing potential application of company products to meet customer needs and preparing detailed product specifications and plans for the development and implementation of customer applications/solutions.
  • Makes technical sales presentations and product demonstrations.
  • Work with EDC channel partners to assist in the sale of Entrust Datacard products and services
  • Works with colleagues in the professional services deliver team to produce costed professional services engagement proposals.
  • Provide technical POC deployments defining scope, requirement & use cases.
  • Provide technical RFP/RFI/RFC responses and technically qualify opportunities based on Entrust Datacard Products.
  • Provide channel partner training on specific Entrust Datacard products and attend trade shows presenting demonstrations and workshops as required.
  • Creates high level design and implementation specifications for complex applications/systems to be handed over the post-sales delivery teams.
  • The candidate must be available to travel both domestically and internationally.

Education, Experience, and Specialized Skills
  • Degree in Business, Engineering, Computer Science or equivalent work experience
  • Excellent written and oral communication skills
  • Must be willing and able to act independently, including working at home and alone on client sites.
  • Must have a flexible approach to travel to include Europe, the Middle East and Africa. Should expect to spend up to 50% of time travelling.
  • Previous experience in a pre-sales position desirable
  • Must be a self-starter with the ability to work independently or in a team environment
  • Experience with an enterprise software company (preferably in the area of IT security) is desirable
  • Knowledge of Internet Security technology (e.g. PKI, Federation, SAML, SSO, Authentication and Access Management, 2nd Factor Auth, Fraud Detection, Smartcards / Tokens, Web Services) is desirable.
  • Knowledge of Entrust Datacard products and awareness of competitor product offerings would be an advantage
Language, location requirements
  • The position can be based in Spain, France or the UK
  • French and English language skills essential for both reading and writing

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