Senior Sales Exec - Fed Government

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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 Senior Sales Executive – Government will be responsible for a defined territory of Entrust Americas sales region and chartered with achieving assigned revenue and profit goals through the sale of Entrust’s broad portfolio of identity solutions (physical and digital) into the government and public sectors marketplace. The Senior Sales Executive is responsible for developing and closing new government and public sector business within targeted markets in the United States via both direct sales and indirect partner sales. The Senior Sales Executive will develop a pipeline of new business opportunities in the defined territory and will be responsible for identifying, engaging, managing, and closing opportunities. They will capture new and expansion opportunities and grow business within the defined territory.

Responsibilities: 

Customer Facing – Business Development, Account Engagement Selling   65%

Key Actions/Activities

• Act as region-selling expert for identity solutions, partnering within the organization to bring competitive knowledge and industry expertise for government and public sector sale opportunities.

• Directly participate in account planning, as well as specific opportunity planning with regard to identity solutions for the public sector/government, and execute against that plan.

• Develop relationships with appropriate decision makers within targeted accounts and maintain deep understanding of customer’s profile and evolution in order to influence strategies related to product development and in pursuit of defined opportunities.

• Drive and close sales – Fully accountable for achievement of quarterly and annual commitment.        

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

• 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 government accounts and maintain close understanding of customer’s profile and evolution in order to influence strategies related to their identity needs

• Drive and close direct sales to ensure territory meets its quarterly and annual commitments

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

Organizational Engagement          25%                                                                 

• Stay abreast of new product or capabilities development that can impact or benefit the sales of identity solutions into the government or public sector.

• Participate in proposal development.

• Work cooperatively with Technical Sales Consultants and other subject matter experts in the development of business impact modeling tools.

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

• Provide competitive account and market intelligence, as well as reporting customer information to product marketing and management, and help define market requirements to product marketing to support 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.

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

• Accurately forecast orders and manage fun