Career Growth, Flexibility and Collaboration!Entrust is dedicated to keeping the world moving safely by enabling trusted identities, payments, and data protection around the globe. 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 whom 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. From 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 another. And, of course, to be themselves.Position Overview:The 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 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.Responsibilities:Customer Facing – Account Engagement Selling 65%Key Actions/ActivitiesAct 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.Organizational Engagement 25%Key Actions/ActivitiesStay 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 imperativesAccurately forecast orders and manage funnel of opportunitiesLeadership 10%Key Actions/ActivitiesBuild strong and open cross-functional relationships with superiors, peers and team to coordinate resourcesMay act as escalation point to resolve complex issuesRecommend and implement process improvementsQualifications:Basic Qualifications5+ years of direct Sales experience in software or software solution selling3+ years of direct sales experience to U.S. Public Sector and/or U.S. Federal agencies (DOS, DHS, DoD, Intelligence Community) and/or Systems IntegratorsKnowledge of U.S. Public Sector and/or Federal contract process and vehiclesSuccessful track record of developing sales, service, bid management and solutions delivery in government programs, and executing effectively against those plansExcellent interpersonal skills with customers, partners and colleaguesBA or BS Degree or equivalent experienceMust be able to lawfully work within the US and have unrestricted work authorization for USTravel Requirements: Approximately 50% expected, including local, domestic, and some international travelPreferred Qualifications:Bachelor’s Degree in a technical degreeDemonstrated achievement in exceeding quota and revenue targetsProven consultative selling abilities including experience selling SaaS solutionsDemonstrated ability to effectively work and influence across an organizationExperience selling digital identity solutionsFluency in languages in addition to English a plusFor US roles, or where applicable:Entrust is an EEO/AA/Disabled/Veterans EmployerFor 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 accessibility@entrust.com .Recruiter:Richa SrivastavaRicha.Srivastava@entrust.comEntrust keeps the world moving safely by enabling trusted experiences for identities, payments, and data. We offer an unmatched breadth of solutions that are critical to enabling the future of secure data and networks and protecting trusted customer and citizen interactions. With more than 2,800 colleagues, a network of global partners, and customers in over 150 countries, it’s no wonder the world’s most entrusted organizations trust us.
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