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Technical Sales Consultant-SSL

1900009H Requisition #

Technical Sales Consultant (ECS) - Japan                                                    REQ #1900009H

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

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Position Overview: 

All posts have a high degree of direct interaction with our clients and so well developed interpersonal skills and an appreciation of commercial sales environment are essential. As a member of the ECS Sales Team, the Technical Sales Consultant (ECS) is responsible for managing their own day to day tasks.


  •  Manage and coordinate the technical requirements in the sales process
  • Present and drive technical demonstrations of the ECS/AffirmTrust solution in face to face meetings and web sessions
  • Provide pre-and post-engineering work to Sales team and its partners/clients including but not limited to provide technical support to sales representatives in the office and in the field, during sales calls
  • Effectively communicate with the customer and the partners to persuasively discuss the advantages of ECS/AffirmTrust solution as it relates to their specific business pain
  • Develop effective presentation documents for the sales purpose
  • Design and present client specific demonstrations promoting the technical and business benefits of ECS/AffirmTrust products and services
  • Lead the product launch in Japan to ensure its profitability in the market
  • Identify and maintain a presence with key users within territory
  • Build and maintain an in-depth knowledge of ECS/AffirmTrust partners and markets
  • Communicate information to the sales team pertaining to updated technical issues related to the product
  • Reaching and exceeding quarterly and annual sales targets
  • Manage and close sales opportunities through accurate forecasting, account and opportunity planning, account resource allocation and opportunity management
  • Establish and maintain key account and partner relationships
  • Learn and maintain in-depth knowledge of ECS / AffirmTrust solutions and associated technologies
  • Work closely with resources in the organization to identify, establish business opportunities and convert prospects into sales
  • Respond to inquiries about products from prospects, existing customers and partners (call / email)
  • Creation of quotations and purchase orders and PO acceptance from customers
  • Delivery to customers and partners (add / update CMS inventory, license renewal / additional notification to AffirmTrust users)
  • Create a quote or order, and send it to the customer / partner
  • Pipeline and ongoing project management at SFDC
  • Explain the business situation in Japan with QBR (overseas business trip)
  • Contact companies that can be partners and seek collaboration possibilities
  • Conclusion of a contract with a customer (Because we have outsourced a legal review to an external lawyer)
  • Respond to inquiries after purchasing products from existing customers / partners of customers (call / email)
  • Handle customer complaints, provide appropriate solutions and alternatives within the time limits; follow up to ensure resolution
  • Keep records of customer interactions, process customer accounts and file documents (email / SFDC)
  • In response to a request from a customer, if there is a need to respond to a change in registration, etc., execute a request to the relevant department
  •  *relevant department: ECS support in Singapore, Verification team
  • Absorb customer feedback and requests for products and share to relevant departments

Note: This job description is not intended to be an exhaustive list of duties and responsibilities of the position and the incumbent may be required to carry out additional duties and responsibilities.


The position may change over time to meet organisational requirements.


Education, Experience, and Specialized Skills

  • Fluent written and spoken English is required
  • Bachelor’s degree in Business, Engineering, Computer Science or equivalent work experience
  • Evidence of experience in consulting or software development and integration would be an advantage.
  • 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 domestic and international.
  • Experience with a security or enterprise software company is desirable
  • A strong technical background in Information Technology Security is desirable
  • Previous experience in a pre and/or post sale position
  • Must be a self-starter with the ability to work independently or in a team environment
  • Understanding and experience of working with partners is desirable. Typical partners include SI’s, Distribution, reseller’s and Service Providers
  • Knowledge of Internet Security technology (e.g. PKI, Federation, SAML, SSO, Authentication and Access Management, 2nd Factor Auth, Fraud Detection, Smartcards / Tokens, WebSerices). Knowledge of Entrust Datacard products and awareness of competitor product offerings would be an advantage
Please reach out to Junko Takei, Senior Manager, Regional Human Resources, at with any questions.   



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