Sales Executive - Enterprise
Entrust Datacard
Canberra, New South Wales, Australia
1d ago

Position Overview

The successful candidate willbe responsible for achieving assigned sales objectives for the company in the Australia & New Zealand market by closely working withexisting partners (global SIs and local VARs), developing new partners andliaison with direct customers.

They will manage the client relationship for keyaccounts, functioning as a single point of contact, and design strategies fornew business development and meet targets for growth.


  • Calls on existing and potential clients to identifytheir current or perspective needs and provide information about EntrustDatacard products / services including demonstrations and quotations.
  • Develops,together with the Channel Management Team, new Channel Partners for EntrustDatacard products. Assumes accountability for achieving defined revenuetargets.

  • Enables partners to resell Entrust Datacard productsand successfully implement them. Develops leads to potential new customersthrough various sources.
  • Consults with partners to analyse and understand theircustomer’s business needs and determine which of Entrust Datacard products andservices best fit their requirements.

  • Researches and develops sales presentations toeffectively relate Entrust Datacard products / services to potential customers'needs.
  • Helps partners to develop business proposals for presentation toclients, assembles expertise from other departments to ensure that alltechnical areas are covered.

  • Maintains thorough knowledge of Entrust Datacard products / services,sales objectives and strategies, pricing and delivery / installation policies andpractices to be able to respond to customer requests for information.
  • Managesoverall client relationships, has overall responsibility for the maintenanceand development of business from existing clients.

  • Responsible for forecast maintains required salesand call records and prepares reports as required.
  • Leverages marketing events / activities as well asattending relevant industry events and trade shows to ensure Entrust Datacardbrand recognition within the marketplace.
  • Ensures the pre-sales technicalendorsement / presentation of Entrust Datacard products. Provides design advice and technical guidanceto partners in the application of Entrust Datacard.
  • Assists partners inunderstanding the integration of Entrust Datacard products into their existingtechnical infrastructure.

    Providesfeedback to Entrust Datacard design and production personnel.

  • Reviews impact of new Entrust Datacard productreleases, new product features, delivery schedules, and competitor offeringswith sales personnel.
  • Represents Entrust Datacard at technical exhibitions,conferences, and speaking engagements to assist in explaining technical andperformance information.
  • Qualifications and Experience

  • Relevant Degree or equivalent qualification.
  • Significant 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.
  • A proven and successful track record of closing deals.
  • New account development experience
  • Account relationship management experience as evidenced by opening, growing and maintaining fortune level accounts.
  • Extensive knowledge of Internet Security technology (e.g. network, PKI, policy, VPN, Access control (PMI)). Knowledge of Entrust Datacard products and awareness of competitor product offerings would be an advantage.
  • Experience selling managed security services and consulting services
  • Strong communication, presentation, proposal writing and sales skills
  • Demonstrated communication and presentation skills, including the ability to clearly communicate business and technical concepts.
  • Demonstrated forecasting ability,
  • Personal performance management against sales targets / objectives
  • Strong teaming skills ability to work cross functionally within the organization
  • Sound planning and organization skills
  • Ability to maintain confidentiality.
  • Positive, proactive and responsible.
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