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Sr Sales Exec

2 months ago

København, Denmark Entrust Datacard Full time

Career Growth, Flexibility and Collaboration

Entrust is an innovative leader in identity-centric security solutions, providing an integrated platform of scalable, AI-enabled security offerings. 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 who 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. Entrust expects and encourages all individuals to accept and respect one another.

Position Overview:

Reporting to the Sales Manager – Digital Security, the Senior Sales Executive will achieve assigned sales objectives in their designated Account portfolio focusing on Entrust’s entire portfolio of Digital Security solutions, including HSM, Authentication, and PKI & SSL certificate solutions. The role will require collaboration with matrixed team members including The Account Management Team, Sales Development, Channel, and Pre-Sales Technical teams.

Responsibilities:

  1. New business development sales (70%):
    • Act as selling expert for the Digital Solutions Portfolio to bring competitive knowledge and solution industry expertise for Entrust solutions.
    • Prospect daily, leveraging referrals and working with other Sales Executives for cross-sale opportunities and large account management strategy, where appropriate.
    • Deliver value proposition message through a variety of mediums to prospects within assigned account territory.
    • Listen to and interpret customer requirements, build knowledge of customer challenges, and propose technical solutions that directly apply to customer needs.
    • Partner with Technical Sales to provide product presentations/demos to prospects and customers.
    • Develop relationships with appropriate decision-makers within targeted accounts – up to and including C-level contacts.
    • Drive and close sales to ensure quarterly and annual commitments.
    • Successfully manage and overcome prospect objections.
    • Manage full end-to-end sales lifecycle and close sales.
    • Using the channel relationships to expand and open accounts.
  2. Sales Business Management and Administration (30%):
    • Develop and maintain a deep understanding of competitive offerings within the marketplace.
    • Proposal development.
    • Responsible for accurately reporting and documenting all contacts, and engaging in proper and timely follow-up with customers.
    • Work cooperatively with Technical Sales Consultants in the development of business impact modeling tools.
    • Provide competitive account and market intelligence as well as voice of the customer information to product marketing and management.
    • Leverage impeccable forecasting and financial planning solutions through timely and comprehensive use of the CRM system.
    • Create and routinely update a dynamic account and close plans, highlighting targeted opportunities.
    • Create annual/quarterly business plans and reviews to ensure performance against plan and strategic imperatives.
    • Act as mentor and resource within Sales team.

Experience and Qualifications:

  • Experience selling products/services in the IT/Data Security market space.
  • Proven track record of consistent quota over-achievement.
  • Previous success prospecting, building a solid pipeline of opportunities, and presenting solutions to decision-makers.
  • Strong understanding of sales cycle, macro and micro business trends, and post-sales follow-up.
  • Demonstrated ability to effectively manage customer relations at all levels.
  • Technical aptitude; must be able to quickly learn Entrust’s products/services.
  • Excellent communication and interpersonal skills – both written and verbal.
  • Reside within the territory/region, with ability to travel up to 50% within the territory/region.

For US roles, or where applicable:

Entrust is an EEO/AA/Disabled/Veterans Employer.

For Canadian roles, or where applicable:

Entrust values diversity and inclusion and we are committed to building a diverse workforce with wide perspectives and innovative ideas.

If you require an accommodation, contact .

Recruiter: James Beck

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