Position Overview:   

The Senior Sales Executive – Government will be responsible for a defined territory of Entrust Americas sales region and chartered with achieving assigned revenue and profit goals through the sale of Entrust’s broad portfolio of identity solutions (physical and digital) into the government and public sectors marketplace. The Senior Sales Executive is responsible for developing and closing new government and public sector business within targeted markets in the United States via both direct sales and indirect partner sales. The Senior Sales Executive will develop a pipeline of new business opportunities in the defined territory and will be responsible for identifying, engaging, managing, and closing opportunities. They will capture new and expansion opportunities and grow business within the defined territory.

Responsibilities: 

Customer Facing – Business Development, Account Engagement Selling   65%

Key Actions/Activities

• Act as region-selling expert for identity solutions, partnering within the organization to bring competitive knowledge and industry expertise for government and public sector sale opportunities.

• Directly participate in account planning, as well as specific opportunity planning with regard to identity solutions for the public sector/government, and execute against that plan.

• Develop relationships with appropriate decision makers within targeted accounts and maintain deep understanding of customer’s profile and evolution in order to influence strategies related to product development and in pursuit of defined opportunities.

• Drive and close sales – Fully accountable for achievement of quarterly and annual commitment.        

• 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 Sales as needed

• Partner with Technical Sales to provide product presentations/demos to prospects and customers

• Develop relationships with appropriate decision makers within government accounts and maintain close understanding of customer’s profile and evolution in order to influence strategies related to their identity needs

• Drive and close direct sales to ensure territory meets its quarterly and annual commitments

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

Organizational Engagement          25%                                                                 

• Stay abreast of new product or capabilities development that can impact or benefit the sales of identity solutions into the government or public sector.

• Participate in proposal development.

• Work cooperatively with Technical Sales Consultants and other subject matter experts 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

Leadership  10%           

• Build strong and open cross-functional relationships with superiors, peers and team to coordinate resources

• May act as escalation point to resolve complex issues

• Recommend and implement process improvements

• 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

Qualifications: 

Basic Qualifications  

• 10+ years of sales experience (direct or indirect) to U.S. Public Sector/U.S. Federal Government, selling authentication; digital security or identity solutions

• 5+ years of direct Sales experience to U.S. Public Sector/U.S. Federal Government agencies (DOS, DHS, DoD, Intelligence Community) and/or Systems Integrators

• Knowledge of U.S. Public Sector and/or Federal contract process and vehicles

• Successful track record of developing sales, service, bid management and solutions delivery in government 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

• BA or BS Degree

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

• Travel Requirements: Approximately 50% expected, including local, domestic, and some international travel

Preferred Qualifications:

• Bachelor’s Degree in a technical degree

• Proven track record of consistent quota over-achievement

• Proven consultative selling abilities including experience selling SaaS solutions

• Demonstrated ability to effectively work and influence across an organization

• Experience selling digital identity solutions

• Fluency in languages in addition to English a plus

Compensation Range:

The anticipated starting base pay for this position is: $132,066-$193,696 per year (in the primary posting location). This position is also eligible for variable pay via a sales compensation plan. These plans pay according to achievement level against sales targets and/or business objectives. Actual compensation will be determined based on geographic location, education, skills and experience and actual performance against the assigned sales compensation plan. In addition to your pay, Entrust offers eligible colleagues and their dependents comprehensive health and well-being programs which include medical, vision, dental, a 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 and education reimbursement. Please speak with the recruiter for more details. Note: Benefit and Compensation programs are subject to eligibility requirements and other terms of the applicable plan or program. Entrust has the right to end, suspend or amend any of its plans at any time in whole or in part.

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. We welcome applications from qualified individuals of all backgrounds, and we strive to provide an accessible experience for candidates of all abilities.

If you require an accommodation, contact [email protected].

Recruiter:

Richa Srivastava

[email protected]