Sr Sales Exec -Issuance

Entrust Info

How you will make an impact:

Functional Customer Facing & Customer Engagement 70%

• Lead the sales process for the Financial Services product, solution and service portfolio in the assigned countries
• Identify and Manage Key and New Accounts for the Financial Services portfolio in the assigned countries
  
  • Key Account Management
    
    • Determine key accounts within the assigned countries
    • Define and manage key account sales plan
    • Act as trusted advisor at all levels within the key accounts (C-Level, VP, Marketing, Technical, Purchasing, etc..)
    • Create demand within the key account based on trusted advise and business case lead sales approach
    • Propose, Negotiate and close deals
  • New Accounts Generation (Hunting)
    
    • Actively and aggressively prospect new sales opportunities in the assigned countries
    • Qualify and develop identified new opportunities
    • Define and execute sales strategy
    • Create demand, propose, negotiate and close deals based on business case lead sales approach
• Build an overall strong sales pipeline for the Financial Services product portfolio in the assigned countries
• Manage and support the assigned distribution partners to qualify, propose, negotiate and close opportunities
• Identify sales opportunities for other Lines of Businesses and hand over to respective Sales Manager
• Deliver monthly and quarterly revenue against sales commit and yearly revenue against sales quota

Organizational Engagement 10%

• Engage as team member in the Financial Services Sales Team
• Work cooperatively with Business Solution Consultants to identify and develop business case approach for defined accounts
• Work cooperatively with Technical Sales Consultants to generate cost sheet as well as technical and commercial proposal
• Develop and maintain a deep understanding of the Financial Services product portfolio and value proposition
• Develop and maintain a deep understanding of competitive offerings within marketplace and their value proposition
• Develop and enhance knowledge of the customer business issues and map to Entrust solution portfolio
• 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
• Actively participate with Marketing to create awareness of products and services within market
• Develop and maintain a deep understanding of current technologies and technology trends
• Promote business plans and influence internally to ensure we develop suitable market solutions

Internal Management Tasks to Facilitate the Business 10%

• Manage direct and indirect accounts, opportunities and sales pipeline in Salesforce.com through the sales cycle (prospect, qualify, propose, negotiate and close) and forecast stages (pipeline, best case and commit)
• Enter all leads opportunities into the Salesforce.com
• Keep all leads updated with detailed activities and changes to people, dates, priorities, etc.
• Maintain accurate forecast
• Keep all expense / expense reports current to within two weeks.
• Develop understanding of Entrust internal systems for expense reporting, performance goals, performance management, and other relevant systems.