Sales Exec - Citizen Identity

Overview

Join us at Entrust

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.

Get to Know Us

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

The Sales Executive Citizen Identity will be responsible for developing new business in the United States for the Government sector. The Sales Executive Citizen Identity (Government) will have strategic objectives for expansion in the assigned territory and will be responsible for achieving assigned new logos, 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, working closely with account managers for account transition once an opportunity is closed.

• Customer Facing – Business Development, Consultative Selling 75%

• 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 and 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 profiles to influence strategies in pursuit of sales opportunities.

• Prospect daily, leverage referrals, and work 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 apply to customer needs; leverage 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%

• Stay abreast of new product or capability 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, helping define market requirements to support future solution road mapping.

• Utilize forecasting and financial planning tools in the CRM system and other reports to build and plan the pipeline.

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

• Accurately forecast orders and manage a funnel of opportunities.

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 with C-level and other decision-makers

• Strong understanding of sales cycle, macro and micro business trends, and post-sales follow-up

• Must be able to lawfully work within the US and have unrestricted work authorization for…