Sales Executive – Citizen Identity

Role Overview

• 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, 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%
• 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

Requirements

• 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 decisions-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 US

Benefits

• comprehensive health and well-being programs which include medical, vision, dental
• generous 401(k) matching contribution
• life and disability insurance
• mental health coaching
• virtual fitness programs
• paid personal time off plus 12 paid holidays
• parental leave
• education reimbursement