Sr Sales Exec – Digital Security Enterprise Accounts – Dallas or Houston area or TOLA region

Career Growth, Flexibility and Collaboration!

Entrust is dedicated to keeping the world moving safely by enabling trusted identities, payments, and data protection around the globe. Headquartered in Minnesota, we offer our colleagues the ability to work globally, in a flexible and collaborative environment. Our team makes an impact!!

The Company: Entrust relies on curious, dedicated and innovative individuals whom anticipate the future and provide solutions for a more connected, mobile and secure world. Entrust’s technologies and expertise help government agencies, enterprises and financial institutions in more than 150 countries serve and safeguard citizens, employees and consumers.

We Believe: Securing identities is most effective when we value all identities. We are committed to ensuring that, through diversity and inclusion, the many voices that make up our communities are heard. From unconscious bias training for managers to global affinity groups that create connections both within and across our enterprise, Entrust expects and encourages all individuals to accept and respect one another. And, of course, to be themselves.

Position Overview:   

The Sr Sales Executive – Enterprise Accounts will achieve assigned sales objectives in their designated Enterprise Named Accounts focusing on Entrust’s entire portfolio of Digital Security solutions, including HSM, Authentication and PKI & SSL certificate 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 Account list 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 follow responsibilities detailed below, and other duties as assigned:

Responsibilities: 

New business development sales        70%

• Act as region 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

• Understand the flow of data within large organizations and how to apply data security to their business

• Deliver value proposition message through a variety to prospects within assigned account territory

• 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 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 territory meets its quarterly and annual 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 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