Description:
The Sr Sales Exec – Data Protection Solutions Specialist is a Sales Specialist responsible for partnering with Digital Security Solution Sellers to drive pipeline development, new business growth, and achieve bookings target for Entrusts Data Protection Solutions (with a specific focus on HSMs) within the EMEA region. This is an overlay sales specialist position that will partner across Entrusts’ Enterprise Named Account sales team and Commercial Accounts sales team to drive new logo opportunities and growth in existing accounts with a specific focus on Data Protection Solutions. The role will require significant collaboration with matrixed team members including The Account Management Sales Team, Sales Development, and Pre-Sales Technical teams.
The Sales Specialist will be accountable for the following responsibilities detailed below and other duties as assigned:
Responsibilities
- Act as region selling expert for Data Protection Solutions to bring competitive knowledge and solution industry expertise for Entrust solutions.
- Prospect daily, leveraging referrals and working with other Sales Executives for cross-sale opportunities.
- Deliver value proposition message through a variety of mediums to prospects within assigned region.
- Listen to and interpret customer requirements and propose technical solutions that directly apply to customer need.
- Partner with Technical Sales to provide product presentations/demos to prospects and customers.
- Successfully manage and overcome prospect objections.
- Act as mentor and resource within Sales team on Data Protection Solutions, market and use-case, engaging to support the organization through honed sales skills expertise
Qualifications & Experience
- It is Essential you have experience selling Data Protection Solutions/HSMs. (We are unable to consider candidates without)
- Minimum 8 years of experience selling products/services in the IT/Data Security market space
- Proven track record of consistent quota over-achievement
- Previous success prospecting, building a solid pipeline of opportunities, and presenting and discussing solutions with C-level and other decision-makers
- Proven track record of successfully engaging customer primes
- Technical aptitude; must be 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 and have the right to work within the territory/region, with ability to travel up to 50% within the territory / region