Sales Executive - Enterprise Channel

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Sales Executive - Enterprise Channel REQ# 2000008C
Position Purpose
To achieve assigned sales objectives in the DACH region (Germany, Austria & Switzerland) market by closely working with existing partners (global Sis and local VARs) and developing new partners. To manage the client relationship for key accounts, functioning as a single point of contact. To design strategies for new business development and meet targets for growth.

To provide sales and technical presentations to qualified partners and customers. To provide – together with the Entrust technical team - technical design assistance of Entrust products to Entrust partners. To provide Entrust product information at exhibitions and speaking engagements.

Essential Duties and Responsibilities
Calls on existing and potential clients to identify their current or perspective needs and provide information about Entrust’s products/services including demonstrations and quotations. Develops new Channel Partners for Entrust products. Assumes accountability for achieving defined revenue targets.

Enables partners to resell Entrust products and successfully implement them. Develops leads to potential new customers through various sources. Consults with partners to analyse and understand their customer’s business needs and determine which of Entrust’s products and services best fit their requirements.

Researches and develops sales presentations to effectively relate Entrust’s products/services to potential customers' needs. Helps partners to develop business proposals for presentation to clients, assembles expertise from other departments to ensure that all technical areas are covered.

Maintains thorough knowledge of Entrust’s products/services, sales objectives and strategies, pricing and delivery/installation policies and practices to be able to respond to customer requests for information. Manages overall client relationships, has overall responsibility for the maintenance and development of business from existing clients.

Responsible for forecast – maintains required sales and call records and prepares reports as required.
Leverages marketing events/activities as well as attending relevant industry events and trade shows to ensure Entrust brand recognition within the marketplace.

Ensures the pre-sales endorsement/presentation of Entrust products. Assists partners in understanding the integration of Entrust products into their existing technical infrastructure. Provides feedback to Entrust design and production personnel.

Reviews impact of new Entrust product releases, new product features, delivery schedules, and competitor offerings with sales personnel.
Represents Entrust at exhibitions, conferences, and speaking engagements to assist in explaining technical and performance information.
Education, Experience and Specialised Skills
Diploma/Degree or equivalent experience
German and English is a must
A minimum of 5+ years experience in a similar role, preferably within the IT or Telecoms industry selling complex solutions to senior levels or large and intermediate sized companies in Enterprise, SI or ISV environments

New account development experience; an awareness of target markets and product offerings of competitors
Account relationship management experience as evidenced by opening, growing and maintaining fortune level accounts
A proven and successful track record of closing deals and meeting or exceeding targets
Ability to learn Entrust’s products/services, sales strategies, pricing, delivery and installation policies. An understanding of security technology would be a definite asset (authentication, encryption, etc.)

Strong communication, presentation, proposal writing and sales skills
Strong teaming skills – ability to work cross functionally within the organization
International experience in the mentioned countries and with NA companies

Personal Specification:

The successful candidate will be highly motivated, possess a flexible attitude to work, be analytical in thinking and have the ability to interact at all levels. Ability to handle frequent travel and the stress of sales.

About Entrust Datacard
Our growing company relies on curious, dedicated and innovative colleagues to anticipate the future and provide solutions for a more connected, mobile and secure world. Entrust Datacard technologies and expertise help government agencies, enterprises and financial institutions in more than 150 countries serve and safeguard citizens, employees and consumers. Each year, our solutions secure billions of transactions — and every day, our technologies issue and manage more than 10 million secure identities. How do we do all of this?

Together.
Join us. Together we’ll create solutions for a more connected, mobile and secure life.
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