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Senior Sales Executive - Government (Territory Eastern European)



Sales & Business Development
Multiple locations
Posted on Tuesday, June 11, 2024

Career Growth, Flexibility and Collaboration!

Entrust is dedicated to keeping the world moving safely by enabling trusted identities, payments, and data protection around the globe. Headquartered in Minnesota, we offer our colleagues the ability to work globally, in a flexible and collaborative environment. Our team makes an impact!!

The Company: Entrust relies on curious, dedicated and innovative individuals whom anticipate the future and provide solutions for a more connected, mobile and secure world. Entrust’s technologies and expertise help government agencies, enterprises and financial institutions in more than 150 countries serve and safeguard citizens, employees and consumers.

We Believe: Securing identities is most effective when we value all identities. We are committed to ensuring that, through diversity and inclusion, the many voices that make up our communities are heard. From unconscious bias training for managers to global affinity groups that create connections both within and across our enterprise, Entrust expects and encourages all individuals to accept and respect one another. And, of course, to be themselves.

The Sr. Sales Executive – Federal Government will be responsible for a defined territory (Eastern Europe/Baltics) of Entrust EMEA sales region and chartered with achieving assigned revenue and profit goals through the sale of Entrust broad portfolio of identity solutions (physical and digital) into the government and public sectors marketplace. That includes our HW and SW platforms and solutions to allow citizens to enroll, get issued and use ID and other nationwide credentials. The Sr. Sales Executive – Federal Government is responsible for developing and closing new government business within targeted markets in EMEA via both direct sales and indirect channel sales.


Customer Facing – Account Engagement & Selling 65%
Key Actions/Activities

  • Act as region-selling expert for federal government solutions (Eastern Europe/Baltics) , partnering within the organization to bring competitive knowledge and solution industry expertise for government solutions sale opportunities.

  • Directly participate in account planning, as well as specific opportunity planning with regard to federal government solutions, and execute against that plan

  • Develop relationships with appropriate decision makers within targeted accounts and maintain deep understanding of customer’s profile and evolution in order to influence strategies related to product development and in pursuit of defined opportunities

  • Drive and close direct sales – Fully accountable for achievement of quarterly and annual commitment

Organizational Engagement 25%
Key Actions/Activities

  • Stay abreast of new product or capabilities development that can impact or benefit the sales of federal government solutions.

  • Participate in proposal development

  • Work cooperatively with Technical Sales Consultants in the development of business impact modeling tools

  • Develop and maintain a deep understanding of competitive offerings within marketplace

  • Provide competitive account and market intelligence, as well as reporting customer information to product marketing and management, and help define market requirements to product marketing to support future solution road mapping

  • Leverage impeccable forecasting and financial planning solutions through timely and comprehensive use of the CRM system and other reports/tools available for accurate pipeline build-up and planning purposes.

  • Create annual/quarterly business plans and reviews to ensure performance against plan and strategic imperatives

  • Accurately forecast orders and manage funnel of opportunities

Leadership 10%
Key Actions/Activities

  • Build strong and open cross-functional relationships with superiors, peers and team to coordinate resources

  • May act as escalation point to resolve complex issues

  • Recommend and implement process improvements

Basic Qualifications

  • 5+ years of direct Sales experience.

  • 3+ years of direct sales experience to EMEA Federal agencies and Systems Integrators in Eastern Europe/Baltics region

  • Russian Speaking professional proficiency preferred.

  • Knowledge of EMEA contract process and regulations

  • Successful track record of developing sales, service, bid management and solutions delivery in Federal government programs, and executing effectively against those plans

  • Excellent interpersonal skills with customers, partners and colleagues

  • Travel Requirements: Minimum of 50%, mostly international


For US roles, or where applicable:

Entrust is an EEO/AA/Disabled/Veterans Employer

For Canadian roles, or where applicable:

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.

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