We’re looking for a Sales Executive - Identity Consultant for Latin American and Caribbean (LAC) Government

The Identity Sales Executive will be responsible to develop new business in the Latin American and Caribbean (LAC) Region for the Government sector. The Identity Sales Executive will be assigned strategic objectives of expansion in the assigned territory and will be responsible for achieving assigned new logo, product placement, and revenue goals. The Identity Sales Executive will develop a qualified pipeline of new business and will be responsible for identifying, engaging, and closing opportunities. They will work closely with account managers for account transition once an opportunity is closed.

• We offer flexibility

• We offer a diverse work environment

• Futureproof your career with a job in information security

How you will make an impact:

Customer Facing – Business Development, Consultative Selling 70%

Key Actions/Activities

• Act as region-selling expert for identity solutions, partnering within the organization to bring competitive knowledge and industry expertise for government sale opportunities.

• Develop a qualified pipeline of new logos, product expansion and strategic market placement for Entrust in the government sector.

• Create account planning, as well as specific opportunity planning with regards to identity solutions for the government sector and execute against that plan.

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

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

• Prospect daily, leveraging referrals and working with other Sales Executives for cross sale opportunities and account management strategy, where appropriate.

• Listen to and interpret customer requirements, build knowledge of customer challenges and propose technical solutions that directly apply to customer needs; leveraging Technical Pre- Sales or Subject Matter Experts (SMEs) as needed.

• Partner with Pre-Sales or SMEs to provide product presentations/demos to prospects and customers.

Organizational Engagement 25%
Key Actions/Activities

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

• Participate in proposal development.

• Work cooperatively with Technical Sales Consultants and other SMEs in the development of business impact modeling tools.

• Develop and maintain a deep understanding of competitive offerings within the 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 management, peers and team to coordinate resources.

• May act as escalation point to resolve complex issues.

• Recommend and implement process improvements.

• Act as mentor and resource within Sales team, engaging to support the organization through honed sales skills expertise, customer/negation escalation, and large account management capabilities.

Qualifications:

Basic Qualifications

• 10+ years of sales experience (direct or indirect) to Public Sector/Federal Governments in the LAC region, selling authentication; digital security or identity solutions

• 5+ years of direct sales experience to Public Sector/Federal Governments in LAC

• Knowledge of government contract process and procurement requirements in the region

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

• Excellent interpersonal skills with customers, partners and colleagues

• Previous success prospecting, building a solid pipeline of opportunities, moving opportunities through the sales cycle, and presenting and discussing solutions with C-level and other decisions-makers

• Strong understanding of sales cycle, business trends, and post sales follow-up

• BA or BS Degree

• Must be able to lawfully work and have unrestricted work authorization for the country of their work location

• Travel Requirements: Approximately 50% expected (regional and international)

• Must be able to obtain US Visa to travel to/from the US

• Fluency in English and Spanish required

Preferred Qualifications:

• Bachelor’s Degree in a technical degree

• Proven track record of consistent quota over-achievement

• Proven consultative selling abilities including experience selling SaaS solutions

• Demonstrated ability to effectively work and influence across an organization

• Experience selling digital identity solutions

• Portuguese language

Why Should You Apply?

• Leader in the security industry

• Friendly, supportive & knowledgeable teams

• Opportunities for on-the-job training

• You’ll help secure identities!

For more information, visit www.entrust.com. Follow us on LinkedIn, Facebook, Instagram, and YouTube.

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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.

If you require an accommodation, contact accessibility@entrust.com.

Recruiter:

Xochitl Ticas LaraXochitl.TicasLara@entrust.com