Sales Exec - Citizen Identity

Location: Field

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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 Sales Executive Citizen Identity will be responsible to develop new business in the United States for the Government sector. The Sales Executive Citizen Identity, (Government) will be assigned strategic objectives of expansion in the assigned territory and will be responsible for achieving assigned new logo; product placement; and revenue goals. The Sales Executive will develop a qualified pipeline of new business and will be responsible for identifying, engaging, and closing opportunities.

They will work closely with account managers for account transition once an opportunity is closed.

Responsibilities:

Customer Facing - Business Development, Consultative Selling 75%

Key Actions/Activities

* Act as region-selling expert for identity solutions, partnering within the organization to

bring competitive knowledge and industry expertise for government sale opportunities.

* Develop a qualified pipeline of new logos, product expansion and strategic market

placement for Entrust in the government sector.

* Create account planning, as well as specific opportunity planning with regards to identity

solutions for the government sector and execute against that plan.

* Develop relationships with appropriate decision makers within targeted accounts and

maintain deep understanding of customer's profile to influence strategies in pursuit of sales opportunities.

* 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 Pre
- Sales or Subject Matter Experts (SMEs) as needed

* Partner with Pre-Sales or SMEs to provide product presentations/demos to prospects

and customers.

Organizational Engagement 25%

Key Actions/Activities

* Stay abreast of new product or capabilities development that can impact or benefit the

sales of identity solutions into the government sector.

* Participate in proposal development.

* Work cooperatively with Technical Sales Consultants and other SMEs 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 funnel of opportunities

Qualifications:

Basic Qualifications

* 5+ years of sales experience (direct or indirect) to Public Sector/Federal Government, selling authentication; digital security or identity solutions

* Understanding of U.S. Public Sector contract process and vehicles

* Successful track record of developing sales, service, bid management and solutions delivery in identity programs, and executing effectively against those plans

* Excellent interpersonal skills with customers, partners and colleagues

* Previous success prospecting, building a solid pipeline of opportunities, moving opportunities through the sales cycle, and presenting and discussing solutions…