Position Overview:
The Sales Rep Commercial Accts –Data Security will be responsible for new business development and assigned sales quota in the Central US. This role will work directly with customers in the geographic market to sell Entrust’s entire portfolio of Cryptographic Data Security solutions, including HSMs, PKI and Keys and Secrets management solutions in our Enterprise Sales market. The role will require significant collaboration with matrixed team members. This includes the Enterprise Territory Sales Team, Account Management Team, Sales Development, Pre-Sales Technical teams, and the Channel Management Team.
Essential Duties and Responsibilities:- Engage existing and potential clients to identify their current or prospective needs and provide information about Entrust’s products/services. Builds relationships with customers through phone and in-person interactions to drive Entrust product sales and meet defined targets.
- Develop sales presentations to position and combine Entrust’s products/services that align to potential customers' needs. Develop business proposals/quotes for clients and assemble expertise from other departments to ensure that all product and pricing information is accurate.
- Develop and maintain expertise on Entrust’s products/services, sales objectives and strategies, pricing and delivery/installation policies and practices. Stay apprised of the impact of new Entrust product releases, new product features, delivery schedules, and competitor offerings.
- Negotiate pricing, terms, and solutions with customers to maximize opportunities while maintaining strong, trust-based relationships.
- Partner with channel teams to enable partners to resell and seamlessly implement Entrust products. Consult with channel partners to analyze and understand their customers’ business needs and determine which of Entrust’s products and services best fit their requirements.
- Collaborate with the Customer Engagement and Solutions/Account Management team on customer sales strategies related to renewals and expansions.
- Represents Entrust at exhibitions, conferences, and speaking engagements to assist in explaining products and solutions information to customers.
- Drive exponential sales pipeline and maintain reliable, data-driven forecasts. Maintain accurate sales funnel stages and deal status information in Salesforce CRM.Basic Qualification:2 years of experience in outbound prospecting, sales/lead development or direct sales.
- Outstanding ability to develop rapport and relationships through direct outreach to customers, preferably senior-level decision makers.
- Strong track record of developing new business by prospecting, pipeline development and closing deals with new customers.
- Experience with customer segmentation and targeting strategies, along with developing market and competitive landscape awareness.
- A proven and successful track record of negotiating and closing deals and achieving sales targets.
- Experience forecasting and maintaining accurate information in a CRM related to the maturity of sales cycles.
- Must be customer-focused and possess strong organizational, interpersonal, and communication skills.
- High School Diploma or equivalent.
- Must be able to lawfully work within United States or Canada.
- Preferred Qualification:
- A minimum of 3+ years of experience in full life cycle, direct sales.
- Bachelor's degree
- Experience selling complex solutions to C-Suite or senior levels
- Sales experience with Data Security, Cyber Security or SaaS Products
