Senior Sales Executive - Issuance Solutions

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Senior Sales Executive REQ# 2000007Z
Founded in 1969, privately held Entrust Datacard is the world leader in Trusted Identities and Secure Transactions.
Consumers, citizens and employees increasingly expect anywhere-anytime experiences — whether they are making purchases, crossing borders, accessing e-gov services or logging onto corporate networks. They also expect the ecosystems that allow this freedom and flexibility to be entirely reliable and secure. Entrust Datacard offers the trusted identity and secure transaction technologies that make these ecosystems possible.

For our consumer market segment we empower our customers (financial institutions, retailers and other consumer businesses) to create and deliver robust end-user experiences that build loyalty, trust and profitability. Our flexible solutions for card issuance, mobile payment, secure online identity and transaction authentication can be integrated to create powerful omnichannel experiences that engage consumers in new ways — in stores, at home and on the go.

EMV, short runs, breaches, cost pressures, increased demand for customization and other market forces are driving rapid-fire changes for high-volume card issuers. Success requires strategic thinking, operational adaptability and a partner who is committed to continuous innovation.

Our Financial Solutions sales team is dedicated to help our customers to address their challenges. Whether they are expanding an existing operation, moving they program in-house or launching their first high-volume operation. We help to configure highly efficient solutions to meet the customer’s requirements. The Entrust Datacard card personalization and card delivery platforms reflect more than 40 years of industry leadership — and they offer a range of customer-driven enhancements that empower the customer in important new ways. That’s why Entrust Datacard high-volume card issuance solutions outsell all other brands.

Position Purpose:
The Senior Sales Executive
is a part of the EMEA Financial Solution Line of Business (LOB), and is responsible for the sale of the Central Issuance solutions portfolio within the Africa region. The Senior Sales Executive will perform the accountabilities detailed below and other duties as assigned.

Responsibilities:
Functional Customer Facing & Customer Engagement
70%
Lead the sales process for the Bureau Solution product, solution and service portfolio in the assigned countries
Identify and Manage Key and New Accounts for the Bureau Solutions portfolio in the assigned countries
Key Account Management
Determine key accounts within the assigned countries
Define and manage key account sales plan
Act as trusted advisor at all levels within the key accounts (C-Level, VP, Marketing, Technical, Purchasing, etc..)
Create demand within the key account based on trusted advise and business case lead sales approach
Propose, Negotiate and close deals
New Accounts Generation (Hunting)
Actively and aggressively prospect new sales opportunities in the assigned countries
Qualify and develop identified new opportunities
Define and execute sales strategy
Create demand, propose, negotiate and close deals based on business case lead sales approach
Build an overall strong sales pipeline for the Bureau Solutions product portfolio in the assigned countries
Manage and support the assigned distribution partners to qualify, propose, negotiate and close opportunities
Identify sales opportunities for other Lines of Businesses and hand over to respective Sales Executive
Deliver monthly and quarterly revenue against sales commit and yearly revenue against sales quota
Organizational Engagement
10%
Engage as team member in the
Engage as team member in the Financial Solutions Sales Team
Work cooperatively with Business Solution Consultants to identify and develop business case approach for defined accounts
Work cooperatively with Technical Sales Consultants to generate cost sheet as well as technical and commercial proposal
Develop and maintain a deep understanding of the Bureau Solutions product portfolio and value proposition
Develop and maintain a deep understanding of competitive offerings within marketplace and their value proposition
Develop and enhance knowledge of the customer business issues and map to Entrust Datacard solution portfolio
Provide competitive account and market intelligence as well as voice of the customer information to product marketing and management, and help define market requirements to product marketing in support of future solution road mapping

Actively participate with Marketing to create awareness of products and services within market
Develop and maintain a deep understanding of current technologies and technology trends
Promote business plans and influence internally to ensure we develop suitable market solutions
Internal Management Tasks to Facilitate the Business
10%
Manage direct and indirect accounts, opportunities and sales pipeline in Salesforce.com through
Manage direct and indirect accounts, opportunities, and sales pipeline in the sales cycle (prospect, qualify, propose, negotiate and close) and forecast stages (pipeline, best case and commit)

Enter all leads opportunities into the Salesforce.com
Keep all leads updated with detailed activities and changes to people, dates, priorities, etc.
Maintain accurate forecast
Keep all expense / expense reports current to within two weeks.
Develop understanding of Datacard internal systems for expense reporting, performance goals, performance management, and other relevant systems.

Basic Qualifications:
Bachelor’s degree
Minimum of 3 years selling experience within the card issuance industry, or retail banking industry
Sales hunting experience with complex solution sales (Hardware, Software, Service)
Demonstrated understanding of Business Case Lead Sales Approach
Demonstrated customer focused and centric business attitude
Experience working successfully within a Team Selling environment
Demonstrated communication and presentation skills, incl. the ability to clearly communicate business & technical concepts
Demonstrated result driven and refuse to lose attitude
Proficient with MS products: Excel, Power Point, Outlook
Language Requirement – English

Preferred Qualifications:
Additional languages – French, Arabic, Portuguese
Solution Sales experience in the retail banking market

Other Information:
Number of direct reports: None
Number of indirect reports: None
Travel Requirements: Up to 50% - International travel is expected – Africa
Entrust Datacard Corporation is an Equal Opportunity Employer. All qualified applicants will receive consideration for employment without regard to race, sex, color, religion, sexual orientation, gender identity, national origin, protected veteran status, or on the basis of disability.

To apply for this position, please visit datacard.com and click on Career Opportunities to register and submit your resume.
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