Senior Sales Exec - Data Security at Entrust United States

Hong Kong Study Skills Research Institute; United States; On-site; USD 125,792 - 184,494; Full time

Benefits offered by this job

Comprehensive health programs

401(k) matching

Paid time off

Parental leave

Education reimbursement

Job summary

Hong Kong Study Skills Research Institute is seeking a Senior Sales Executive specializing in Data Security. The role involves achieving sales objectives across North America, focusing on Entrust's Cryptographic Data Security portfolio.

Ideal candidates will have a minimum of 8 years in IT/Data Security sales, a BA or BS degree, and proven success in engaging C-level decision-makers. The position offers comprehensive benefits, and compensation ranges from $125,792 to $184,494 annually, along with a sales compensation plan.

Qualifications

• Minimum 8 years of sales experience in IT/Data Security.
• Proven track record of quota over-achievement.
• Strong understanding of sales cycles and customer relations.

Responsibilities

• Achieve sales objectives within designated accounts.
• Develop relationships with decision-makers in targeted accounts.
• Drive and close direct sales to meet commitments.

Skills

Sales expertise in IT/Data Security

Communication skills

Customer relations management

Technical aptitude

Education

BA or BS degree

Tools

Salesforce

Job description

Position Overview

Senior Sales Executive - Data Security responsible for achieving sales objectives within designated Enterprise Named Accounts across North America. Focus on Entrust's Cryptographic Data Security portfolio, including HSMs, PKI, and Keys and Secrets management solutions, collaborating with Account Management, Sales Development, and Pre-Sales Technical teams.

Responsibilities

• Act as region selling expert for the defined solutions portfolio, bringing 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.
• Sell complex enterprise data security solutions.
• Understand the flow of data within large organizations and how to apply data security to their business.
• Deliver value proposition messages through a variety of 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 and demos to prospects and customers.
• Develop relationships with decision makers within targeted accounts, including C‑level contacts, and maintain close understanding of the customer’s profile and evolution to influence strategies related to their digital security needs.
• Drive and close direct sales to ensure territory meets quarterly and annual commitments.
• Successfully manage and overcome prospect objections.
• Manage the full end‑to‑end sales lifecycle and close sales.
• Use channel relationships to expand and open accounts.
• Develop and maintain a deep understanding of competitive offerings within the marketplace.
• Prepare proposals.
• Accurately report and document all contacts, engaging in timely follow‑up with customers.
• Work cooperatively with Technical Sales Consultants on business impact modeling tools.
• Provide competitive account and market intelligence as well as voice of the customer information to product marketing and management to inform future road‑mapping.
• Leverage forecasting and financial planning solutions through the CRM system for accurate pipeline build‑up and planning.
• Create and routinely update dynamic account and close plans, highlighting targeted opportunities and vertical opportunities within designated account plans.
• Create annual and quarterly business plans and reviews to ensure performance against plan and strategic imperatives.
• Act as mentor and resource within the Sales team, supporting the organization through honed sales skills, customer negotiation escalation, and large account management capabilities.

Basic Qualifications

• Minimum 8 years’ experience selling products or services in the IT/Data Security market space.
• BA or BS degree.
• Proven track record of consistent quota over‑achievement.
• Previous success procuring a solid pipeline of opportunities, moving them through the sales cycle, and presenting solutions with C‑level and other decision makers.
• Strong understanding of the 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; 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, capable of traveling up to 50% within the assigned sales territory or region.

Preferred Qualifications

• Experience selling software manager or cloud‑based services in information security or IT space.
• Experience selling HSMs and/or Data Security solutions.
• Experience using Salesforce to maintain call records and account status.
• Previous formal sales training (referrals, territory planning, presentation skills, solution selling, and communication skills).

Benefits

• Comprehensive health and well‑being programs: medical, vision, dental.
• 401(k) matching contribution.
• Life and disability insurance.
• Paid personal time off and 12 paid holidays.
• Parental leave and education reimbursement.

Compensation

Anticipated starting base pay: $125,792–$184,494 per year in the primary posting location. Eligible for variable pay via a sales compensation plan based on achievement level against sales targets and business objectives.

EEO Statement

Entrust is an EEO/AA/Disabled/Veterans Employer. Entrust values diversity and inclusion and is committed to building a diverse workforce with wide perspectives and innovative ideas.