Sr Sales Exec

5 months ago

Sydney, Australia Entrust South Pacific Pty. Ltd. Full time

The Company:

Entrust relies on curious, dedicated and innovative individuals whom anticipate the future and provide solutions for a more connected, mobile and secure world. Entrust’s technologies and expertise help government agencies, enterprises and financial institutions in more than 150 countries serve and safeguard citizens, employees and consumers.

We Believe: 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. From unconscious bias training for managers to global affinity groups that create connections both within and across our enterprise, Entrust expects and encourages all individuals to accept and respect one another. And, of course, to be themselves.

Reporting to the A&NZ Sales Director, the Sr. Sales Executive will achieve assigned sales objectives in their designated Named Accounts and vertical industries focusing on a defined set of solutions within Entrusts entire portfolio of Digital Security solutions. The role will require significant collaboration with matrixed team members including the Account Management Team, Sales Development and Pre-Sales Technical teams.

The Sr. Sales Executive will develop a pipeline of new business opportunities throughout the designated account list and will be responsible for identifying, engaging, managing, and closing opportunities.They will capture new and expansion opportunities and grow business within designated existing accounts.The Sr Sales Executive will be accountable for the follow responsibilities detailed below, and other duties as assigned:

Responsibilities:

New business development sales70%

Act as 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 value proposition message through a variety 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 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 full end-to-end sales lifecycle and close sales

Sales Business Management and Administration30%

Develop and maintain a deep understanding of competitive offerings within 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

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

Qualifications:

Basic Qualifications

Minimum 8 year’ 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 decisions-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 ability to travel up to 50% within the territory/region

#LI-JB2

#ENT123

Entrust is an EEO/AA/Disabled/Veterans Employer

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.

Recruiter:

James Beck

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