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.