Sr. Sales Exec - Data Security

About this role

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. But our secret weapon? Our people. It’s the curiosity , dedication, and innovation that drive our success and help us anticipate the future. 

The Sr Sales Executive – Data Security will achieve assigned sales objectives in their Enterprise Strategic Named Accounts focusing on Entrust’s entire portfolio of Cryptographic Data Security solutions, including HSMs, PKI and Keys and Secrets management solutions in North America. The role will require significant collaboration with matrixed team members including the Account Management Team, Sales Development, and Pre-Sales Technical teams.

The Sr. Sales Executive will develop a pipeline of new business opportunities throughout the designated named accounts and will be responsible for identifying, engaging, managing, and closing opportunities.  They will capture new and expansion opportunities and grow business within designated existing accounts.  The Sr. Sales Exec will be accountable for the following responsibilities detailed below, and other duties as assigned:

Responsibilities:   New business development sales    70% • Act as selling expert for the defined 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

• Sell complex enterprise data security solutions

• Deliver value proposition message through a variety of communication modes to prospects within assigned accounts

• 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 Consulting 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 – and maintain close understanding of customer’s profile and evolution in order to influence strategies related to their digital security needs in pursuit of defined opportunities

• Drive and close direct sales to ensure quarterly and annual quota  commitments

• Successfully manage and overcome prospect objections

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

• Using channel relationships to expand and open accounts

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, and help define market requirements to product marketing in support of 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

• Creates and routinely updates a dynamic account and close plans, highlighting targeted opportunities, specific vertical opportunities within designated account plans.

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

• Act as mentor and resource within Sales team, engaging to support the organization through honed sales skills expertise, customer/negation escalation, and large account management capabilities 

   Basic Qualifications: • Minimum 8 years’ 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, 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

• Demonstrated ability to effectively manage customer relations at all levels

• Proven track record of successfully engaging customer primes

• Technical aptitude; must be able to quickly learn Entrust’s products/services, sales strategies, pricing, delivery, and installation processes

• Experience using Salesforce or other CRMs to maintain call records and account status

• Excellent communication and interpersonal skills – both written and verbal

• Reside within the designated territory/region, with ability to travel up to 50% within the assigned sales territory / region.

• HS diploma, GED or equivalent

Preferred Qualifications:   • Experience selling software manager / cloud-based services in the information security or IT space

• Experience selling HSMs and/or Data Security solutions.

• Previous formal sales training (referrals, territory planning, presentations skills, solution selling and communication skills)

• BA or BS Degree

At Entrust, we don’t just offer jobs – we offer career journeys. Here is what you c an expect when you join our team:   

• Career Growth: Whether you’re a budding developer or a seasoned expert, we’re invested in your professional journey. With learning-forward initiatives and exciting challenges, your growth i

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