Sr. Sales Exec - Federal

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:   

We are looking for someone to join our Federal Government focused sales team who has a deep knowledge of Federal Sales and experience to run a Federal Sales Territory. The ideal candidate will have experience in pipeline development, territory planning, account planning, forecasting, quota attainment, sales presentations, and short term, mid-term, long-term opportunity management. This is a hunter role, with focus on prospection and new account development. You will be working in a team selling environment with colleagues supporting and working alongside with you.

Main Responsibilities: 

• Establish access and maintain active relationships with key Federal decision makers (across all IT and senior executive levels) in industry, partners, and customers to drive all pertinent issues related to sales strategy and goal attainment.

• Identify, develop, and execute account strategy to close new business opportunities and expanding revenue with customers across the assigned region; independently and cooperatively.

• Scope, negotiate and bring to closure agreements to exceed booking and revenue quota targets.

• Target and gain access to decision makers in key prospect accounts in the assigned territory.

• Collaborate with operative peers across functions (including the Field Sales, Channel, Marketing, Sales Operations, System Engineering, Services, Customer Support, and Product Development) to create visibility with target accounts and drive engagement of target prospects at both the individual contributor and executive level.

• Work cooperatively with partners and integrators to leverage their established account presence and relationships.

• Capture, maintain, and disseminate accurate and relevant prospect information using Salesforce.com

Qualifications: 

Basic Qualifications  

• 10+ years of successful solution sales experience with 3+ years’ experience selling software security and/or infrastructure products within the Federal Government and DOD Community.

• BA/BS or equivalent combination of education and experience.

• Experience and understanding working within the Federal Government’s procurement process, regulations, GSA schedule and GWACs.

• Must be eligible to obtain a US Government clearance.

• Strong understanding of Cybersecurity, Cloud and SaaS technologies and competitive offerings in the marketplace.

• Demonstrated history of exceeding booking and revenue targets. Successful experience with target account selling, solution selling, and/or consultative sales techniques.

• Must be aggressive, a self-starter with an ability to build executive relationships, articulate CrowdStrike’s product and business strategies, and create the demand that makes deals happen.

• Must have an aptitude for understanding how technology products and solutions solve business problems and an ability to explain complicated concepts to a variety of audiences and skill levels.

• Strong problem-solving skills, ability to analyze complex multivariate problems and use a systematic approach to gain swift resolution.

• Ability to work remotely and be able and willing to travel on short notice.

Preferred Qualifications:

• An active DOD clearance with US Government badge.

• Recognized experience developing and maintaining relationships with senior executives.

• Excellent communication (written and verbal) and presentation skills; both internally and externally.

• Strong time man