Sr Sales Exec - Data Security

Join us at Entrust 

At Entrust, we’re shaping the future of identity centric security solutions. From our comprehensive portfolio of solutions to our flexible, global workplace, we empower careers, foster collaboration, and build solutions that help keep the world moving safely. 

  

Get to Know Us 

Headquartered in Minnesota, Entrust is an industry leader in identity-centric security solutions, serving over 150 countries with cutting-edge, scalable technologies. But our secret weapon? Our people. It’s the curiosity, dedication, and innovation that drive our success and help us anticipate the future. 

Position Overview

The Sr Sales Executive – Data Security will achieve assigned sales objectives in their designated Enterprise Named Accounts focusing on Entrust’s entire portfolio of Cryptographic Data Security solutions, including HSMs, PKI and Keys and Secrets management solutions in North America. The role will require significant collaboration with matrixed team members including the Account Management Team, Sales Development, and Pre-Sales Technical teams.

Responsibilities

The Sr. Sales Executive will develop a pipeline of new business opportunities throughout the designated Named Account list and will be responsible for identifying, engaging, managing, and closing opportunities. They will capture new and expansion opportunities and grow business within designated existing accounts. The Sr. Sales Exec will be accountable for the following responsibilities detailed below, and other duties as assigned:

New business development sales 70%

• Act as region selling expert for the defined solutions portfolio 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 and large account management strategy, where appropriate
• Sell complex enterprise data security solutions
• Understand the flow of data within large organizations and how to apply data security to their business
• Deliver value proposition message through a variety to prospects within assigned account territory
• Listen to and interpret customer requirements, build knowledge of customer challenges and propose technical solutions that directly apply to customer needs; leveraging Technical Sales as needed
• Partner with Technical Sales to provide product presentations/demos to prospects and customers
• Develop relationships with appropriate decision makers within targeted accounts – up to and including C-level contacts – and maintain close understanding of customer’s profile and evolution in order to influence strategies related to their digital security needs in pursuit of defined opportunities
• Drive and close direct sales to ensure territory meets its quarterly and annual commitments
• Successfully manage and overcome prospect objections
• Manage full end-to-end sales lifecycle and close sales
• Using channel relationships to expand and open accounts
  
  

Sales Business Management and Administration 30%

• Develop and maintain a deep understanding of competitive offerings within the marketplace
• Proposal development
• Responsible for accurately reporting and documenting all contacts, and engaging in proper and timely follow-up with customers
• Work cooperatively with Technical Sales Consultants in the development of business impact modeling tools
• 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
• 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
• Creates and routinely updates a dynamic account and close plans, highlighting targeted opportunities, specific vertical opportunities within designated account plans.
• Create annual/quarterly business plans and reviews to ensure performance against plan and strategic imperatives
• 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

• Minimum 8 years’ experience selling products/services in the IT/Data Security market space
• BA or BS Degree
• Proven track record of consistent quota over-achievement
• 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 decision makers
• Strong understanding of sales cycle, macro and micro business trends, and post sales follow-up
• Demonstrated ability to effectively manage customer relations at all levels
• 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 within the territory/region, with ability to travel up to 50% within the assigned sales territory / region.
  
  

Preferred Qualifications

• Experience selling software manager / cloud-based services in the information security or IT space
• Experience selling HSMs and/or Data Security solutions.
• Experience using Salesforce to maintain call records and account status
• Previous formal sales training (referrals, territory planning, presentations skills, solution selling and communication skills)
  
  

At Entrust, we don’t just offer jobs – we offer career journeys. Here is what you can expect when you join our team: 

• Career Growth: Whether you’re a budding developer or a seasoned expert, we’re invested in your professional journey. With learning-forward initiatives and exciting challenges, your growth is our priority. 
• Flexibility: Life is all about balance. Whether you’re remote, hybrid, or on-site, we offer flexible options that fit your lifestyle. 
• Collaboration: Here, your voice matters. Our teams thrive on sharing ideas, brainstorming solutions, and working together to build a better tomorrow. 
  
  

We believe in securing identities—but it doesn’t stop there. At Entrust, we’re passionate about valuing all identities. Our culture is built on diversity, inclusion, and respect. From unconscious bias training for our leaders to global affinity groups that connect colleagues across the globe, we’re creating a community where everyone is encouraged to be themselves. 

Ready to Make an Impact? 

If you’re excited by the prospect of innovating, growing your career, and collaborating in a dynamic environment, Entrust is the place for you. Join us in making a difference. Let’s build a more secure world—together. 

  

Apply today! 

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

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 [email protected].

Recruiter

Xochitl Ticas Lara

[email protected]