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Senior Sales Executive

2 months ago

Sydney, New South Wales, Australia Entrust Corporation Full time
About the Role

We are seeking a highly motivated and experienced Senior Sales Executive to join our team at Entrust Corporation. As a Senior Sales Executive, you will be responsible for achieving assigned sales objectives in your designated Named Accounts and vertical industries, focusing on a defined set of solutions within Entrust's entire portfolio of Digital Security solutions.

Key Responsibilities
  • New Business Development Sales
    • Act as a region selling expert for the defined solutions portfolio to bring competitive knowledge and solution industry expertise for Entrust solutions.
    • Prospect daily, leveraging referrals and working with other Sales Executives for cross-sale opportunities and large account management strategy, where appropriate.
    • Deliver a value proposition message through a variety of means to prospects within assigned account territory.
    • 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 targeted accounts – up to and including C-level contacts – and maintain a close understanding of customer's profile and evolution in order to influence strategies related to their digital security needs in pursuit of defined opportunities.
    • Account Mapping for success.
    • Drive and close direct sales to ensure territory meets its quarterly and annual commitments.
    • Successfully manage and overcome prospect objections.
    • Manage the full end-to-end sales lifecycle and close sales.
  • Sales Business Management and Administration
    • Develop and maintain a deep understanding of competitive offerings within the marketplace.
    • Proposal development.
    • Responsible for accurately reporting and documenting all contacts, and engaging in proper and timely follow-up with customers.
    • Work cooperatively with Technical Sales Consultants in the development of business impact modeling tools.
    • 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.
    • 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 and routinely update a dynamic account and close plans, highlighting targeted opportunities, specific vertical opportunities within designated account plans.
    • Create annual/quarterly business plans and reviews to ensure performance against plan and strategic imperatives.
    • Act as a mentor and resource within the Sales team, engaging to support the organization through honed sales skills expertise, customer/negotiation escalation, and large account management capabilities.
    Requirements
    • Basic Qualifications
      • Minimum 8 years' experience selling products/services in the IT/Data Security market space.
      • Proven track record of consistent quota over-achievement.
      • 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 decision-makers.
      • Strong understanding of sales cycle, macro and micro business trends, and post-sales follow-up.
      • Demonstrated ability to effectively manage customer relations at all levels.
      • Proven track record of successfully engaging customer primes.
      • Technical aptitude; must be able to quickly learn Entrust's products/services, sales strategies, pricing, delivery, and installation processes.
      • Excellent communication and interpersonal skills – both written and verbal.
      • Reside within the territory/region, with the ability to travel up to 50% within the territory/region.
    About Entrust Corporation

Entrust Corporation is an innovative leader in identity-centric security solutions, providing an integrated platform of scalable, AI-enabled security offerings. We offer our colleagues the ability to work globally, in a flexible and collaborative environment. Our team makes an impact.

We believe that securing identities is most effective when we value all identities. We are committed to ensuring that, through diversity and inclusion, the many voices that make up our communities are heard.