The (Senior) Solution Sales Executive – Financial & Payments will be responsible for the development and execution aimed to meet the current fiscal year goals and to build enough pipeline for the growth objectives.
With access to the Entrust broad portfolio, this (Senior) Sales Executive is a Solution Sales Specialist responsible for developing go-to-market strategy and sales plays tailored to financial /payments vertical market. The (Senior) Sales Executive will work with COE, Marketing, Product and Professional Services to evaluate and review the sales plays.
The (Senior) Sales Executive will lead a multidisciplinary team to execute sales plays. The team will cover pre-sales, sales and bid response to payment ecosystem players, including but not limited to alliances, channel partners, integrators, and financial institutions.
Responsibilities:
Customer Facing – Account Engagement & Selling 70%
Key Actions/Activities
· Identifies business opportunities by identifying prospects and evaluating their position in the industry.
· Research and analyze sales options, including partnerships and channel plays.
· Sells by establishing contact and developing relationships with prospects, end users, partners and channels.
· Act as an expert for financial instant issuance, eKYC, digital account opening and Digital Card solutions, organize and coordinate team selling, including account managers, bid management and technical resources.
· Contribute to account planning, budgeting and forecasting.
· Develop relationships with appropriate decision makers within targeted accounts and maintain deep understanding of customer’s profile and evolution in order to influence strategies related to product development and in pursuit of defined opportunities
· Drive and close sales – jointly accountable for achievement of quarterly and annual commitment
Organizational Engagement 20%
Key Actions/Activities
· Stay abreast of new product or capabilities development that can impact or benefit the sales activity.
· Participate in marketing and product activities that will need input from sales.
· Develop and maintain a deep understanding of competitive offerings within marketplace.
· Develop and maintain close relationship to associations and other entities that may impact the vertical markets covered by the sales executive.
· Leverage impeccable pipeline building and tracking and financial planning solutions through timely and comprehensive use of the CRM system and other reports/tools available.
· 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 superiors, peers and team to coordinate resources.
· May act as escalation point to resolve complex issues.
· Be able to lead a multidisciplinary team with one or more account managers.
· Recommend and implement process improvements.
Basic Qualifications
· Experience selling technology to local and national government entities preferable.
· Manage complex government contract negotiations along with the core sales organization.
· Strong verbal and written communications skills in English.
· Direct field sales experience.
· Track record of consultative selling and team selling.
· 8+ years’ experience in business-to-business sales capacity or equivalent.
· 5+ years’ enterprise sales experience providing platform and/or custom solutions to government or a related industry.
· Successful track record of developing sales, service, bid management and solutions delivery.
· Excellent interpersonal skills with customers, partner and colleagues
· Travel Requirements: Minimum of 50%, significant international travel is expected.
· Minimum bachelor’s degree; Master degree is preferred.
