Sr Tech Sales Consultant

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At Entrust, we’re shaping the future of identity centric security solutions. From our comprehensive portfolio of solutions to our flexible, global workplace, we empower careers, foster collaboration, and build solutions that help keep the world moving safely.  

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Headquartered in Minnesota, Entrust is an industry leader in identity-centric security solutions, serving over 150 countries with cutting-edge, scalable technologies. But our secret weapon? Our people. It’s the curiosity, dedication, and innovation that drive our success and help us anticipate the future. 

Position Overview: The Sr Technical Sales Consultant assists Entrust sales personnel through formal technical presentations and moderate to complex technical design assistance of Entrust products to existing and prospective Entrust customers. The Sr Technical Sales Consultant is expected to be a highly technical seller and able to provide a detail understanding of the capabilities and limitations of Entrust’s Digital Card Solution. This position is primarily focused in the financial market in North America, Latin America and the Caribbean and requires an individual that is able to travel across the Americas region to secure business for the organization.

The Sr Technical Sales Consultant also provides technical Entrust product information at exhibitions and speaking engagements. 

Position Details:   

The Sr Technical Sales Consultants act very much as ambassadors for the company. It is important to foster and maintain a strong relationship with our customers, based on trust and mutual respect. This role is a direct peer of the contacts we work with at both customer and partners organizations.

This role requires an individual that is prepared to travel at least 50% of the time to secure business for the organization. Along with a large number of projects across the assigned territory, this role is likely to involve travel to existing customers and new prospects.

This role requires both technical and sales skills to be able to understand customer needs/requirements to assist in the qualification of sales opportunities. This person will be viewed as a trusted advisor to help customers and prospects utilize our Digital Card Solution. Must be a self-starter who can multi-task, manage their time, prioritize accordingly, and thrive in a fast-paced environment with minimal direct supervision.

Responsibilities: 

• Works closely with Entrust Sales Teams as a technical sales consultant for our Digital Card Solution during sales calls and sales meetings across the territory.
• Ensures the pre-sales technical endorsement/presentation of Entrust products within target accounts.
• Provides design advice and technical guidance to sales personnel and clients in the application of Entrust products.
• Develops and delivers presentations, demonstrations, technical proposals, and proof-of-concept tests that educate the customer and demonstrates the value of Entrust solutions.
• Answers technical questions and assists customers in understanding the integration of Entrust products into their existing technical infrastructure.
• Serves as the focal point for all technical responses to the customer in a pre-sales environment.
• Reviews impact of new Entrust product releases, new product features, delivery schedules, and competitor offerings with sales personnel.
• Gathers ongoing prospect/customer feedback and related information. Provides feedback to Entrust design and production personnel.
• Assists in the preparation of client sales proposals. Provides technical descriptions and content for proposals in response to RFPs & RFIs.
• Identify, qualify, and define potential Professional Services opportunities with the assigned accounts.
• Represents Entrust at technical exhibitions, conferences, and speaking engagements to assist in explaining technical and performance information.
• Trains Channel Partners on the Entrust technology and solutions.
• Collaborates with the management team to help provide strategic direction, identifying areas of opportunity, including ideas for more strategic offerings.
• Mentors new and more junior TSC team members.
• Does testing and quality assurance on new product offerings.
• Assists with remote and field-based product installations, problem resolution and general technical support.

Qualifica