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Position Overview:

The Sales Executive Citizen Identity will be responsible to develop new business in the United States for the Government sector. The Sales Executive Citizen Identity, (Government) will be assigned strategic objectives of expansion in the assigned territory and will be responsible for achieving assigned new logo; product placement; and revenue goals. The Sales Executive will develop a qualified pipeline of new business and will be responsible for identifying, engaging, and closing opportunities. They will work closely with account managers for account transition once an opportunity is closed.

Responsibilities:

Customer Facing – Business Development, Consultative Selling 75%
Key Actions/Activities

• 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%
Key Actions/Activities
• 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

Qualifications:

Basic Qualifications

• 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

• Travel Requirements: Approximately 40% expected, including local, domestic, and some international travel

• High School, GED or equivalent

Preferred Qualifications:

• Bachelor’s 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: $93,699-$137,426 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 accessibility@entrust.com.

Recruiter:

Richa SrivastavaRicha.Srivastava@entrust.com