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Sales Executive Europe

Location: Europe, Europe
Date Posted: 23-05-2017
Sales Exec – Enterprise – S Europe                                                                                               REQ 5669
 
Our growing company relies on curious, dedicated and innovative colleagues to anticipate the future and provide solutions for a more connected, mobile and secure world. Entrust Datacard technologies and expertise help government agencies, enterprises and financial institutions in more than 150 countries serve and safeguard citizens, employees and consumers. Each year, our solutions secure billions of transactions — and every day, our technologies issue and manage more than 10 million secure identities. How do we do all of this? Together.
Join us. Together we’ll create solutions for a more connected, mobile and secure life.
For more information, visit www.entrustdatacard.com. Follow us on Twitter, YouTube and LinkedIn.
 
Entrust Datacard is currently looking for a Sales Exec to join our EMEA Sales Team.  This position will be based in Spain and will report to the Regional Sales Director, based in our Madrid office.
 
Position Overview: 
To achieve assigned sales objectives in the Southern Europe markets by developing new partners, especially with Value Added Resellers and Value Added Distributors.
 
To manage the client relationship for key accounts, functioning as a single point of contact. To design strategies for new business development and meet targets for growth.
 
To provide sales and technical presentations to qualified partners and customers. To provide technical design assistance of Entrust Datacard products to Entrust Datacard partners. To provide technical Entrust Datacard product information at exhibitions and speaking engagements.
 
Responsibilities:
Enables partners to resell Entrust Datacard products and successfully implement them. Develops leads to potential new customers through various sources. Consults with partners to analyse and understand their customer’s business needs and determine which of Entrust’ Datacard’s products and services best fit their requirements.
Develops new Channel Partners for Entrust Datacard products. Assumes accountability for achieving defined revenue targets. Calls on existing and potential clients to identify their current or perspective needs and provide information about Entrust Datacard’s products/services including demonstrations and quotations.
Researches and develops sales presentations to effectively relate Entrust Datacard’s products/services to potential customers' needs. Helps partners to develop business proposals for presentation to clients, assembles expertise from other departments to ensure that all technical areas are covered.
Maintains thorough knowledge of Entrust Datacard’s products/services, sales objectives and strategies, pricing and delivery/installation policies and practices to be able to respond to customer requests for information. Manages overall client relationships, has overall responsibility for the maintenance and development of business from existing clients.
Responsible for maintaining SaleForce.com and forecasting – maintains required sales and call records and prepares reports as required.
Leverages marketing events/activities as well as attending relevant industry events and trade shows to ensure Entrust Datacard brand recognition within the marketplace.
Reviews impact of new Entrust Datacard product releases, new product features, delivery schedules, and competitor offerings with sales personnel. 
Represents Entrust Datacard at technical exhibitions, conferences, and speaking engagements to assist in explaining technical and performance information
 
Qualifications and Experience
  • Diploma/Degree or equivalent
  • A minimum of 5+ years 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 track record of meeting or exceeding sales targets.
  • New partner development experience
  • Existing relationships with decision makers in Channel partners.
  • Extensive knowledge of Internet Security technologies (e.g. network, Encryption, Authentication, VPN, Access control (PMI)). Knowledge of Entrust Datacard products and awareness of competitor product offerings would be an advantage.
  • Awareness of target markets and product offerings of competitors.
  • Strong communication, presentation, proposal writing and sales skills
  • Ability to work cross functionally within the organization
  • Extensive experience in the Southern Europe region; an understanding of the cultural differences within the region
  • Language skills relevant to the region
 
Personal Specification:

The successful candidate will be highly motivated, possess a flexible attitude to work, be analytical in thinking and have the ability to interact with Sales and Management at all levels.

 
Ability to handle frequent travel and the stress of sales
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