Sr. Sales Exec - Data Security

The Sr Sales Executive – Data Security will achieve assigned sales objectives in their Enterprise Strategic Named Accounts focusing on Entrust’s entire portfolio of Cryptographic Data Security solutions, including HSMs, PKI and Keys and Secrets management solutions in North America. The role will require significant collaboration with matrixed team members including the Account Management Team, Sales Development, and Pre-Sales Technical teams.

The Sr. Sales Executive will develop a pipeline of new business opportunities throughout the designated named accounts and will be responsible for identifying, engaging, managing, and closing opportunities. They will capture new and expansion opportunities and grow business within designated existing accounts. The Sr. Sales Exec will be accountable for the following responsibilities detailed below, and other duties as assigned:

Responsibilities:

New business development sales 70%

• Act as selling expert for the defined solutions portfolio to bring competitive knowledge and solution industry expertise for Entrust solutions

• Prospect daily, leveraging referrals and working with other Sales Executives for cross sale opportunities and large account management strategy, where appropriate

• Sell complex enterprise data security solutions

• Deliver value proposition message through a variety of communication modes to prospects within assigned accounts

• Listen to and interpret customer requirements, build knowledge of customer challenges and propose technical solutions that directly apply to customer needs; leveraging Technical Sales as needed

• Partner with Technical Sales Consulting to provide product presentations/demos to prospects and customers

• Develop relationships with appropriate decision makers within targeted accounts – up to and including C-level contacts – and maintain close understanding of customer’s profile and evolution in order to influence strategies related to their digital security needs in pursuit of defined opportunities

• Drive and close direct sales to ensure quarterly and annual quota commitments

• Successfully manage and overcome prospect objections

• Manage full end-to-end sales lifecycle and close sales

• Using channel relationships to expand and open accounts

Sales Business Management and Administration 30%

• Develop and maintain a deep understanding of competitive offerings within the marketplace

• Proposal development

• Responsible for accurately reporting and documenting all contacts, and engaging in proper and timely follow-up with customers

• Work cooperatively with Technical Sales Consultants in the development of business impact modeling tools

• Provide competitive account and market intelligence as well as voice of the customer information to product marketing and management, and help define market requirements to product marketing in support of future solution road mapping

• Leverage impeccable forecasting and financial planning solutions through timely and comprehensive use of the CRM system and other reports/tools available for accurate pipeline build-up and planning purposes

• Creates and routinely updates a dynamic account and close plans, highlighting targeted opportunities, specific vertical opportunities within designated account plans.

• Create annual/quarterly business plans and reviews to ensure performance against plan and strategic imperatives

• Act as mentor and resource within Sales team, engaging to support the organization through honed sales skills expertise, customer/negation escalation, and large account management capabilities

Basic Qualifications:

• Minimum 8 years’ experience selling products/services in the IT/Data Security market space

• Proven track record of consistent quota over-achievement

• Previous success prospecting, building a solid pipeline of opportunities, moving opportunities through the sales cycle, and presenting and discussing solutions with C-level and other decision makers

• Strong understanding of sales cycle, macro and micro business trends, and post sales follow-up

• Demonstrated ability to effectively manage customer relations at all levels

• Proven track record of successfully engaging customer primes

• Technical aptitude; must be able to quickly learn Entrust’s products/services, sales strategies, pricing, delivery, and installation processes

• Experience using Salesforce or other CRMs to maintain call records and account status

• Excellent communication and interpersonal skills – both written and verbal

• Reside within the designated territory/region, with ability to travel up to 50% within the assigned sales territory / region.

• HS diploma, GED or equivalent

Preferred Qualifications:

• Experience selling software manager / cloud-based services in the information security or IT space

• Experience selling HSMs and/or Data Security solutions.

• Previous formal sales training (referrals, territory planning, presentations skills, solution selling and communication skills)

• BA or BS Degree

Compensation Range:

The anticipated starting base pay for this position is: $127,772-$187,399 per year (in the primary posting location). This position is also eligible for variable pay via a sales compensation plan. These plans pay according to achievement level against sales targets and/or business objectives. Actual compensation will be determined based on geographic location, education, skills and experience and actual performance against the assigned sales compensation plan. In addition to your pay, Entrust offers eligible colleagues and their dependents comprehensive health and well-being programs which include medical, vision, dental, a generous 401(k) matching contribution, life and disability insurance, mental health coaching, virtual fitness programs, paid personal time off plus 12 paid holidays, parental leave and education reimbursement. Please speak with the recruiter for more details. Note: Benefit and Compensation programs are subject to eligibility requirements and other terms of the applicable plan or program. Entrust has the right to end, suspend or amend any of its plans at any time in whole or in part.

For US roles, or where applicable:

Entrust is an EEO/AA/Disabled/Veterans Employer

For Canadian roles, or where applicable:

Entrust values diversity and inclusion and we are committed to building a diverse workforce with wide perspectives and innovative ideas. We welcome applications from qualified individuals of all backgrounds, and we strive to provide an accessible experience for candidates of all abilities.

If you require an accommodation, contact accessibility@entrust.com.

Recruiter:

Richa SrivastavaRicha.Srivastava@entrust.com