Senior Technical Sales Consultant (Sales Engineer)

Entrust; Madrid; Hybrid; EUR 110,000 - 140,000; Full time

Benefits offered by this job

Career growth

Flexible work options

Collaboration culture

Job summary

Entrust seeks a Senior Government Technical Sales Consultant to drive technical leadership and end-to-end solution design for national identity and border programs in the EMEA region.

You will engage with ministries, agencies, and partners, deliver compelling technical demonstrations, and support bid responses. Hybrid/remote options apply; travel up to 25% across EMEA is expected to secure winning opportunities.

Qualifications

• Bachelor's degree in Computer Science, Engineering or equivalent.
• Minimum 7 years in technical pre-sales and solution architecture.
• Experience with government/public-sector opportunities.
• Proficient in MS Office, Salesforce and Oracle ERP; strong English/Spanish.
• Able to engage technical and executive audiences; travel within EMEA.

Responsibilities

• Provide solution architecture and technical leadership for Entrust Government Solutions.
• Lead pre-sales activities, design end-to-end identity and security solutions.
• Contribute to RFx responses and technical sections of proposals.
• Present technology roadmaps and capabilities to government stakeholders.
• Collaborate with product management, bid management, and partners.
• Mentor sales teams and develop reusable technical content.
• Travel within the EMEA region up to 25% as needed.

Skills

Identity domain expertise

Solution architecture

Public procurement

Executive communication

Stakeholder management

Pre-sales support

Presentation skills

Education

Bachelor's degree in Computer Science or Engineering

Tools

MS Office Suite

SalesForce

Oracle ERP

Job description

Join us at Entrust

At Entrust, we’re shaping the future of identity centric security solutions. From our comprehensive portfolio of solutions to our flexible, global workplace, we empower careers, foster collaboration, and build solutions that help keep the world moving safely.

Get to Know Us

Headquartered in Minnesota, Entrust is an industry leader in identity-centric security solutions, serving over 150 countries with cutting‑edge, scalable technologies. But our secret weapon? Our people. It’s the curiosity, dedication, and innovation that drive our success and help us anticipate the future.

Position Overview

Based in the EMEA region, the Sr. Government Technical Sales Consultant (Sr. TSC) is positioned as the technical authority who bridges customer requirements, solution architecture, bid responses, partners, and delivery teams. The role is typically measured less on direct quota and more on pipeline influence, win rate, technical credibility, and solution quality. This Sr. TSC supports the Government Sales organization by providing technical leadership throughout the sales lifecycle. The Sr. TSC works closely with Sales Executives, Product Management, Bid Management, Professional Services, and Strategic Partners to develop, position, and win complex government identity, credentialing, border management, digital identity, and issuance programs. The role combines solution architecture, customer engagement, proposal support, technical presentations, industry expertise, and competitive positioning to drive successful outcomes in national‑scale identity projects

Key Responsibilities

• Solution Architecture & Technical Leadership (30%)
• Act as the technical subject matter expert for Entrust Government Solutions.
• Contribute actively together with the different Product Managers in the design of end‑to‑end solutions, covering:
• Citizen Identity
• National ID
• Passports
• Border Management
• Biometric Enrollment
• Digital Identity
• Credential Issuance
• PKI and Digital Trust ecosystems
• Translate customer business and operational requirements into solution architectures.
• Develop technical solution strategies aligned with government procurement requirements.
• Identify risks, dependencies, integration challenges, and mitigation plans.
• Support creation of system architectures, workflows, use‑case diagrams and solution blueprints.
• Customer Engagement & Pre‑Sales Support (25%)
• Participate in executive customer meetings, workshops, and discovery sessions.
• Lead technical presentations and solution demonstrations.
• Conduct requirements gathering sessions with ministries, government agencies, integrators, and consultants.
• Establish technical credibility with customer stakeholders.
• Support proof‑of‑concepts, pilots, and technology evaluations.
• Present Entrust's technology roadmap and solution capabilities.
• Bid & Proposal Support (20%)
• Contribute to RFI, RFQ, and RFP responses.
• Own technical sections of government proposals.
• Support compliance reviews against tender requirements.
• Define technical assumptions, architecture descriptions, implementation approaches, and sizing.
• Develop Statements of Work and technical deliverables.
• Work with bid management, legal, and delivery teams during bid preparation.
• Sales Opportunity Development (10%)
• Support account planning and opportunity qualification.
• Contribute to opportunity strategy and win themes.
• Help position Entrust against competitors.
• Provide market and competitive intelligence.
• Assist in identifying new solution opportunities and emerging government initiatives.
• Partner & Ecosystem Management (10%)
• Work closely with System Integrators, Prime Contractors, and Technology Partners.
• Define technical responsibilities between Entrust and partners.
• Participate in consortium development for large government programs.
• Support partner enablement and technical training.
• Coordinate solution integration approaches.
• Internal Knowledge Leadership (5%)
• Mentor sales teams on new offerings and use cases.
• Create reusable technical sales content.
• Develop standard architectures and proposal material.
• Provide feedback to Product Management on market requirements.
• Support sales readiness and technical enablement activities.

This role requires an individual that is prepared to travel within EMEA region up to 25% of the time, so to secure business for the organization. The Sr. TSC must be a self‑starter who can multi‑task, manage his/her time, prioritize accordingly, and thrive in a challenging environment with minimal direct supervision. For this position, the work arrangement will be either hybrid or fully remote depending on the location of the applicant.

Required Skills

Government Identity Domain Expertise

• National Identity Systems
• Passports & Travel Documents
• Border Management
• Biometrics
• Digital Identity Wallets
• Citizen Services
• PKI and Trust Services
• Authentication & Access Management
• eGovernment Platforms

Solution Architecture

• Enterprise architecture concepts
• Cloud and hybrid architectures
• Systems integration
• API‑based solutions
• Security architecture
• Identity lifecycle management

Bid & Tender Experience

• Public procurement processes
• Technical evaluations
• Government tender responses
• Requirements traceability
• Compliance matrices
• Presentation & Demonstration Skills
• Executive presentations
• Technical workshops
• Demonstration delivery
• Whiteboarding and solution design sessions
• Professional Skills
• Consultative selling
• Strategic thinking
• Problem solving
• Influencing skills
• Stakeholder management
• Cross‑functional collaboration
• Executive communication
• Negotiation support
• Project leadership

Basic Qualifications

• Bachelor degree in Computer Science, Engineering or equivalent combination of school qualifications.
• Minimum of 7 years in technical pre‑sales, bid management, solution consulting, or solution architecture with progressive experience in a customer facing technical, training, sales support, or implementation role for software and hardware solutions preferably within the Government services market.
• Experience supporting government or public‑sector opportunities.
• Experience with large‑scale identity or security programs.
• Experience participating in RFP and procurement processes.
• Ability to engage both technical and executive audiences.
• Proficient with MS products: Excel, PowerPoint, Word, Visio and Outlook. Used to work with SalesForce and Oracle ERP
• Demonstrated ability to understand and analyze the business impact of the technical solution -particularly in relation to the customer’s landscape - drive conclusions and propose options that will strengthen Entrust’s offerings and financials.
• Excellent English and Spanish written and verbal communication skills, including excellent presentation skills.
• Excellent analytical and problem‑solving skills.
• Must be able to lawfully work and easily travel on demand within the EMEA region.
• Experience working with large System Integrators.

Preferred Qualifications

• Familiar with Project Management methodology
• Deep understanding of Public Key Infrastructure (PKI), 2nd factor authentication and biometric technologies/solutions
• Background in IT Security and Data Protection (encryption, digital certificates, HSM, digital signature, etc.).
• Understanding of networking infrastructure (LAN, Cloud, mirroring, hosting, etc.).

Experience With

• National ID programs
• Passport issuance systems
• EUDI Wallet / Digital Identity initiatives
• Border and immigration systems
• Biometrics
• PKI and digital credentials

At Entrust, we don’t just offer jobs – we offer career journeys. Here is what you can expect when you join our team:

• Career Growth: Whether you’re a budding developer or a seasoned expert, we’re invested in your professional journey. With learning‑forward initiatives and exciting challenges, your growth is our priority.
• Flexibility: Life is all about balance. Whether you’re remote, hybrid, or on‑site, we offer flexible options that fit your lifestyle.
• Collaboration: Here, your voice matters. Our teams thrive on sharing ideas, brainstorming solutions, and working together to build a better tomorrow.

We believe in securing identities—but it doesn’t stop there. At Entrust, we’re passionate about valuing all identities. Our culture is built on diversity, inclusion, and respect. From unconscious bias training for our leaders to global affinity groups that connect colleagues across the globe, we’re creating a community where everyone is encouraged to be themselves.

Ready to Make an Impact?

If you’re excited by the prospect of innovating, growing your career, and collaborating in a dynamic environment, Entrust is the place for you. Join us in making a difference. Let’s build a more secure world—together.

Entrust is an EEO/AA/Disabled/Veterans Employer

If you require an accommodation, contact [e-mail].

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.