Position Overview:

The Major Account Sales Executive is responsible for driving sales and managing relationships with key Strategic accounts within a defined geographic territory or as assigned in the United States. This includes pipeline development, strategic prospect planning and sales executions, including, account management with current customers and after successful onboarding to meet on-going expansion and product upgrade needs.

Responsibilities:

Major Account Sales and Account Management Key Actions/Activities 80%

• Develop and execute sales strategies targeting the Bureau solutions sector and Instant financial issuance in respective geographic territory or as assigned

• Incorporate a business case led sales strategy, leveraging tools such as an ROI based modeling system to pursue new business opportunities within the bureau solutions sector and Instant Financial issuance, for Debit, Credit, Co-Brand Credit, Corporate Card, Private Label Credit, and Prepaid portfolios

• Develop peer relationships with appropriate decision-making channels within targeted accounts, with the ability to navigate multi-level, large complex client environments

• Position end to end solutions and articulate architectural strategies to senior executives of prospects and engage different levels of influence within the buying organization and at the level required to complete the sale

• Leverage strong new business sales execution skills and Account Management experience to successfully navigate short-, mid- and long-term sales cycle approaches

• Once prospect becomes a customer, it needs to ensure that add on sales in the form of expansions, upgrades and product conversions are executed on a regular and timely basis to grow the existing account

• Complete customer proposals and ensure customer needs and expectations are met by other partners within the organization

• Drive and close direct sales

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

• Fully accountable for achievement of quarterly and annual commitment

• Act as primary negotiator to present and close sales

• Accurately forecast orders and manage funnel of opportunities

Industry Expertise and Market Knowledge Key Actions/Activities 10%

• Develop and maintain a strong comparative knowledge of all competing products in the marketplace and their relative strengths and weaknesses as compared to Entrust’s offerings

• Act as selling expert for Entrusts solutions; seen as COE function that brings competitive knowledge and solution industry expertise to sales opportunities by becoming a peer – trusted advisor – who delivers knowledge and expertise that enables the prospect/customer to incorporate into the Bureau and/or financial institutions business case and deploy the solution

• The individual’s depth and breadth of knowledge transcends Entrust solutions to other areas such as payments and bank operations which enables them to articulate a comprehensive view of the value of Entrust Solutions across the enterprise both for today and in the future

• Monitor external factors (mergers/acquisitions, market conditions, corporate organizations) to measure impact on long-range business plans

• Develop and maintain a deep understanding of our asset base, current technologies and technology trends in the marketplace, and leverage knowledge to support client conversations and drive sales

Organization Engagement Key Actions/Activities 10%

• Able to verbalize the sales status and create and deliver detailed KPIs on sales such as forecasts and pipeline status in our CRM application

• Participate in proposal development

• Engage internal resources including other Business Units to drive sales, including collaborative and proactive work approach with Technical Sales Consultants in the development of business impact modeling tools

• Negotiating issues with peers, partners and customers using a win/win philosophy

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

Qualifications:

Basic Qualifications

• Bachelor’s degree

• Minimum of 5 years progressive experience in B2B sales of complex systems/solutions

• Minimum of 5years experiences selling into large complex customers to senior executives who have responsibility for profit centers

• Sales experience within the Financial Services industry and Card Manufacturing and Services Fulfillment

• Experience selling emerging or early-stage software, hardware and service solutions

• Year-over-year sales and account management success selling complex solutions (Hardware, Software, Service)

• Demonstrated understanding and track record of selling success in using Business Value/Business Case or ROI modeling

• Experience working successfully within a Team Selling environment

• Demonstrated communication and presentation skills, including the ability to clearly communicate business and technical concepts

• Strong technical and business knowledge with complementary skills to understand the customers’ business drivers

• Proficient with Salesforce, MS products: Excel, Power Point, Outlook

• Ability to travel up to 50% - Domestic travel is expected

• Must be able to lawfully work within the US and have unrestricted work authorization for US

Preferred Qualifications:

• Experience in the payments industry knowledge of card management system technologies and methods including provisioning

• Experience with branch automation software, hardware and Services

• Experience with Card Personalization centers (Bureaus)