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Job type full-time
Full job description
Career growth, flexibility and collaboration! entrust is dedicated to securing a world in motion by enabling trusted identities, payments, and data protection around the globeHeadquartered in minnesota, we offer our colleagues the ability to work globally, in a flexible and collaborative environmentOur team makes an impact!! the company: entrust relies on curious, dedicated and innovative individuals whom anticipate the future and provide solutions for a more connected, mobile and secure worldEntrust’s technologies and expertise help government agencies, enterprises and financial institutions in more than 150 countries serve and safeguard citizens, employees and consumersWe believe: securing identities is most effective when we value all identitiesWe are committed to ensuring that, through diversity and inclusion, the many voices that make up our communities are heardFrom unconscious bias training for managers to global affinity groups that create connections both within and across our enterprise, entrust expects and encourages all individuals to accept and respect one anotherAnd, of course, to be themselvesPosition overview: the sales exec – digital security is responsible for finding and nurturing new opportunities for entrust’s enterprise product suite offerings including hsm, ssl, pki, and identity products and servicesThe sales exec will work with the sales development reps (sdrs) to find and qualify new leads, supporting one regional sales leader and a team of enterprise named account sales colleaguesResponsible for channel relationship building, sales expertise/support of channel partners, follow up on all non-named account (nna) deals assigned to the channel or in your pipelineOccasional travel may be requiredResponsibilities: prospecting & lead development key actions/activities – 50%
Generate leads, qualify through researching the non-named account list of accounts, cold calling and out-bound calling efforts
Partner with sdr to assign named account opportunities from sdr mql/sql follow up activities.
Actively manage all nna leads in the pipeline via channel relationships or direct management.
Prospect daily for new sales leads within your non-named account listThis prospecting includes leveraging referrals from existing customers, inbound leads, cold calling, and working with other members of the sales organization/ channel organization for contacts and leads.
Work with regional sales leader and field marketing for targeted account programs designed to attract new leads.
Articulate the differences in value propositions for different products and solutions in relation to competitors
Manage sales motion from beginning to end in nna accounts
Customer relationship management & sales key actions/activities – 30%
Clearly articulate entrust’s unique value proposition through a variety of methods (i.e., phone, web, etc.) to new prospects, as well as user account base to penetrate and grow revenue within the assigned nna tier 1 account base.
Vet qualified prospects and opportunities by identifying decision-makers, timeline, and budget potential, by asking qualifying questions to identify the correct prospect contact
Contribute to growing sales pipeline and take advantage of market opportunities by working newly installed base accounts and key named accounts
Stay up to date on user account base and value trends to connect products to these trends
Recognize market trends and report customer feedback on product enhancements to the broader team during sales meetings.
In collaboration and partnership with assigned sdr and channel sales executive, work sales cycle through booking, processing, closing sales/negotiation
Maintain alignment and act as single point of contact for all entrust sales offerings.
Sales management processes & administration key actions/activities – 20%
Maintain call records and account status through opportunity management in salesforce.com
Manage timelines and follow-up efforts
Maintain specific new client and prospect information including call records and account status to enhance client approach
Support channel partners as needed for sales closureCoordinate with assigned outside sales colleagues to develop account plans, sales strategy, and forecasts for assigned accounts, and execute strategy to work subset of accounts, while nurturing other named accounts for ongoing qualification
Qualifications: basic qualifications
Bachelor’s degree or equivalent combination of education and experience.
Minimum of 3 years of experience in direct sales or sales support role, with demonstrated responsibility for prospecting, building a pipeline, moving opportunities through the sales cycle, and presenting to customers
Experience selling into executive-level decisions-makers
Must be customer-focused and possess strong organizational, time management, interpersonal, and written and verbal communication skills
Ability to learn quickly about new technology products and service enhancements
If hiring in canada, must be able to lawfully work within canada and have unrestricted work authorization for canada
If hiring in us, must be able to lawfully work within united states and have unrestricted work authorization for us
Preferred qualifications:
Experience selling within the technology industry
Inside sales/business to business sales experience – developing, qualifying, and validating new business leads preferred with a proven track record of consistently exceeding objectives
Vaccination for covid-19 is currently a condition of employment for field service roles in the u.sAnd designated workers in canada, subject to accommodation for qualifying reasons (i.e., medical, religious, etc.) under applicable lawIf you would like more information about accommodations, contact accommodations@entrust.comFor us roles, or where applicable: entrust is an equal opportunity, affirmative action, veteran, and people with disabilities employerRecruiter: richa srivastava richa.srivastava@entrust.com
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Posted 23 days ago
