Tech Sales Consultant

at  Entrust Datacard

Career Growth, Flexibility and Collaboration!
Entrust is an innovative leader in identity-centric security solutions, providing an integrated platform of scalable, AI-enabled security offerings. 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.
Position Overview:
The Technical Sales Consultant assists Entrust sales personnel through formal technical presentations and moderate to complex technical design assistance of Entrust products to existing and prospective Entrust customers. The Technical Sales Consultant is expected to be highly technical, demonstrating experience across multiple technology segments such as virtualization, data security (encryption and key management), PKI, Identity and public and private cloud. A working knowledge of current Entrust Digital Security Solutions will be critical in positioning Entrust solutions to both end customers and channel partners. The Technical Sales Consultant also provides technical Entrust product information at exhibitions and speaking engagements.
Position Details:
This position provides technical consultancy to assist Entrust’s sales executives with Digital Security accounts within assigned regions. The position may also support the pre-sales field within their global Theater of operations.
The Technical Sales Consultants act very much as ambassadors for the company. It is important to foster and maintain a strong relationship with our customers, based on trust and mutual respect. This role is a direct peer of the contacts we work with at both customer and partners organizations.
This role requires an individual that is prepared to travel at least 30% of the time to secure business for the organization. Along with a large number of projects across the assigned territory, this role is likely to involve travel to existing customers and new prospects across the entire operating Theater.
This role requires both technical and sales skills to be able to understand customer needs/requirements to assist in the qualification of sales opportunities. This person will be viewed as a trusted advisor to help customers and prospects utilize our Digital Security Solutions including but not necessarily limited to nShield Hardware Security Modules, PKI Solutions, Identity and HyTrust key management software solutions. Must be a self-starter who can multi-task, manage their time, prioritize accordingly, and thrive in a fast-paced environment with minimal direct supervision.

Principal Relationships:

• Assigned Customer Accounts
• Other Product Specialist and Regional Technical Sales Consultants (Within region and Worldwide)
• Product Strategy Team
• Professional Services
• Product Management
• Engineering
• Business Development

Responsibilities:

• Works closely with Entrust Sales Teams as a technical sales consultant for our Digital Security Solutions during sales calls and sales meetings across the territory.
• Ensures the pre-sales technical endorsement/presentation of Entrust products within target accounts.
• Provides design advice and technical guidance to sales personnel and clients in the application of Entrust products.
• Develops and delivers presentations, demonstrations, technical proposals, and proof-of-concept tests that educate the customer and demonstrates the value of Entrust solutions.
• Answers technical questions and assists customers in understanding the integration of Entrust products into their existing technical infrastructure.
• Serves as the focal point for all technical responses to the customer in a pre-sales environment.
• Reviews impact of new Entrust product releases, new product features, delivery schedules, and competitor offerings with sales personnel.
• Gathers ongoing prospect/customer feedback and related information. Provides feedback to Entrust design and production personnel.
• Assists in the preparation of client sales proposals. Provides technical descriptions and content for proposals in response to RFPs & RFIs.
• Identify, qualify, and define potential Professional Services opportunities with the assigned accounts.
• Represents Entrust at technical exhibitions, conferences, and speaking engagements to assist in explaining technical and performance information.
• Trains Channel Partners on the Entrust technology and solutions.
• Assists with remote and field-based product installations, problem resolution and general technical support.

Qualifications:

Basic Qualifications

• Degree in Computer Science, or equivalent combination of school qualifications and IT industry experience
• 3+ years pre-sales working experience for an enterprise software or IT security company (some experience working with channel/partner is required) with a proven track record and demonstrable skills at presenting technical information at the business executive level or at the architect level
• Strong background in at least IT Security or Data Protection (encryption, digital certificates, HSM, digital signature, etc.) is a must.
• Current knowledge of Public Key Infrastructure (PKI) and 2nd factor authentication technologies/solutions
• Knowledge of all popular operating systems, networking infrastructures, and web/client and web server environments
• Hands-on technical competence with integrating server end security products
• Excellent written and verbal communication skills, including excellent presentation skills
• Excellent analytical, and problem-solving skills
• Must be able to lawfully work within the assigned territory.

Preferred Qualifications:

• CISSP, Security+, CCNA, CISA, SSCP, HCISPP, CRISC
• Experience of nShield HSM products or directly competing solutions (such as Utimaco, HP/Atalla, Gemalto-SafeNet)
• Experience with HyTrust products, VMware Security, or file or data transparent encryption
• Experience with Entrust or other PKI solutions (MS ADCS, EJBCA)
• Experience with Entrust or other Identity solutions
• Prior scripting experience using python, PowerShell or Restful API is a plus
• Knowledge of Risk Management concepts and Global Security Regulations for Data
• Experience presenting to audiences at industry events
• Experience in data protection, cloud, virtualization, or storage
• Demonstrable detailed understanding of, and enthusiasm for, the IT security space
• Government clearance(s)

About Entrust
Entrust keeps the world moving safely by enabling trusted identities, payments and data protection around the globe. Today more than ever, people demand seamless, secure experiences, whether they’re crossing borders, making a purchase, or accessing corporate networks. With our unmatched breadth of digital security and credential issuance solutions, it’s no wonder the world’s most entrusted organizations trust us.
For more information, visit
www.entrust.com
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Entrust Corporation is an EOE/AA/Veteran/People with Disabilities employer.
Updated 2/24/2022
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:
Marcina Stewart
Marcina.Stewart@entrust.co

• Works closely with Entrust Sales Teams as a technical sales consultant for our Digital Security Solutions during sales calls and sales meetings across the territory.
• Ensures the pre-sales technical endorsement/presentation of Entrust products within target accounts.
• Provides design advice and technical guidance to sales personnel and clients in the application of Entrust products.
• Develops and delivers presentations, demonstrations, technical proposals, and proof-of-concept tests that educate the customer and demonstrates the value of Entrust solutions.
• Answers technical questions and assists customers in understanding the integration of Entrust products into their existing technical infrastructure.
• Serves as the focal point for all technical responses to the customer in a pre-sales environment.
• Reviews impact of new Entrust product releases, new product features, delivery schedules, and competitor offerings with sales personnel.
• Gathers ongoing prospect/customer feedback and related information. Provides feedback to Entrust design and production personnel.
• Assists in the preparation of client sales proposals. Provides technical descriptions and content for proposals in response to RFPs & RFIs.
• Identify, qualify, and define potential Professional Services opportunities with the assigned accounts.
• Represents Entrust at technical exhibitions, conferences, and speaking engagements to assist in explaining technical and performance information.
• Trains Channel Partners on the Entrust technology and solutions.
• Assists with remote and field-based product installations, problem resolution and general technical support