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Entrust · 6 days ago

Senior Sales Exec - Fed Government

United States - Delaware Field

Full-time

Hybrid

Senior Level, Lead/Staff

$132K/yr - $194K/yr

10+ years exp

Entrust is an industry leader in identity-centric security solutions, serving over 150 countries with cutting-edge technologies. The Senior Sales Executive – Government will be responsible for achieving revenue goals through the sale of identity solutions to government and public sector clients, while developing new business opportunities within a defined territory.

Enterprise SoftwareFraud DetectionInformation TechnologyInternetSecuritySoftware

No H1B

Responsibilities

Act 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

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 Sales as needed

Partner with Technical Sales to provide product presentations/demos to prospects and customers

Develop relationships with appropriate decision makers within government accounts and maintain close understanding of customer’s profile and evolution in order to influence strategies related to their identity needs

Drive and close direct sales to ensure territory meets its quarterly and annual commitments

Manage full end-to-end sales lifecycle and close sales

Stay 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 imperatives

Accurately forecast orders and manage funnel of opportunities

Build strong and open cross-functional relationships with superiors, peers and team to coordinate resources

May act as escalation point to resolve complex issues

Recommend and implement process improvements

Act as mentor and resource within Sales team, engaging to support the organization through honed sales skills expertise, customer/negation escalation, and large account management capabilities

Qualification

Sales experience to U.S. Public SectorFederal contract processConsultative selling abilitiesExperience selling digital identity solutionsFluency in additional languagesUnderstanding of sales cycleBABS DegreeInterpersonal skills

Required

10+ years of sales experience (direct or indirect) to U.S. Public Sector/U.S. Federal Government, selling authentication; digital security or identity solutions

5+ years of direct Sales experience to U.S. Public Sector/U.S. Federal Government agencies (DOS, DHS, DoD, Intelligence Community) and/or Systems Integrators

Knowledge of U.S. Public Sector and/or Federal contract process and vehicles

Successful track record of developing sales, service, bid management and solutions delivery in government 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

BA or BS Degree

Must be able to lawfully work within the US and have unrestricted work authorization for US

Travel Requirements: Approximately 50% expected, including local, domestic, and some international travel