Senior Technical Sales Consultant (Sales Engineer)

Position Overview:

Based in the EMEA region, the Sr. Government Technical Sales Consultant (Sr. TSC) is positioned as the technical authority who bridges customer requirements, solution architecture, bid responses, partners, and delivery teams. The role is typically measured less on direct quota and more on pipeline influence, win rate, technical credibility, and solution quality. This Sr. TSC supports the Government Sales organization by providing technical leadership throughout the sales lifecycle. The Sr. TSC works closely with Sales Executives, Product Management, Bid Management, Professional Services, and Strategic Partners to develop, position, and win complex government identity, credentialing, border management, digital identity, and issuance programs. The role combines solution architecture, customer engagement, proposal support, technical presentations, industry expertise, and competitive positioning to drive successful outcomes in national-scale identity projects

Key Responsibilities

1. Solution Architecture & Technical Leadership (30%)

· Act as the technical subject matter expert for Entrust Government Solutions.

· Contribute actively together with the different Product Managers in the design of end-to-end solutions, covering:

o Citizen Identity

o National ID

o Passports

o Border Management

o Biometric Enrollment

o Digital Identity

o Credential Issuance

o PKI and Digital Trust ecosystems

· Translate customer business and operational requirements into solution architectures.

· Develop technical solution strategies aligned with government procurement requirements.

· Identify risks, dependencies, integration challenges, and mitigation plans.

· Support creation of system architectures, workflows, use-case diagrams and solution blueprints.

2. Customer Engagement & Pre-Sales Support (25%)

· Participate in executive customer meetings, workshops, and discovery sessions.

· Lead technical presentations and solution demonstrations.

· Conduct requirements gathering sessions with ministries, government agencies, integrators, and consultants.

· Establish technical credibility with customer stakeholders.

· Support proof-of-concepts, pilots, and technology evaluations.

· Present Entrust's technology roadmap and solution capabilities.

3. Bid & Proposal Support (20%)

· Contribute to RFI, RFQ, and RFP responses.

· Own technical sections of government proposals.

· Support compliance reviews against tender requirements.

· Define technical assumptions, architecture descriptions, implementation approaches, and sizing.

· Develop Statements of Work and technical deliverables.

· Work with bid management, legal, and delivery teams during bid preparation.

4. Sales Opportunity Development (10%)

· Support account planning and opportunity qualification.

· Contribute to opportunity strategy and win themes.

· Help position Entrust against competitors.

· Provide market and competitive intelligence.

· Assist in identifying new solution opportunities and emerging government initiatives.

5. Partner & Ecosystem Management (10%)

· Work closely with System Integrators, Prime Contractors, and Technology Partners.

· Define technical responsibilities between Entrust and partners.

· Participate in consortium development for large government programs.

· Support partner enablement and technical training.

· Coordinate solution integration approaches.

6. Internal Knowledge Leadership (5%)

· Mentor sales teams on new offerings and use cases.

· Create reusable technical sales content.

· Develop standard architectures and proposal material.

· Provide feedback to Product Management on market requirements.

· Support sales readiness and technical enablement activities.

This role requires an individual that is prepared to travel within EMEA region up to 25% of the time, so to secure business for the organization. The Sr. TSC must be a self-starter who can multi-task, manage his/her time, prioritize accordingly, and thrive in a challenging environment with minimal direct supervision. For this position, the work arrangement will be either hybrid or fully remote depending on the location of the applicant.

Required Skills

Government Identity Domain Expertise

· National Identity Systems

· Passports & Travel Documents

· Border Management

· Biometrics

· Digital Identity Wallets

· Citizen Services

· PKI and Trust Services

· Authentication & Access Management

· eGovernment Platforms

Solution Architecture

· Enterprise architecture concepts

· Cloud and hybrid architectures

· Systems integration

· API-based solutions

· Security architecture

· Identity lifecycle management

Bid & Tender Experience

· Public procurement processes

· Technical evaluations

· Government tender responses

· Requirements traceability

· Compliance matrices

1. Presentation & Demonstration Skills

· Executive presentations

· Technical workshops

· Demonstration delivery

· Whiteboarding and solution design sessions

2. Professional Skills

· Consultative selling

· Strategic thinking

· Problem solving

· Influencing skills

· Stakeholder management

· Cross-functional collaboration

· Executive communication

· Negotiation support

· Project leadership

Basic Qualifications

• Bachelor degree in Computer Science, Engineering or equivalent combination of school qualifications.

• Minimum of 7 years in technical pre-sales, bid management, solution consulting, or solution architecture with progressive experience in a customer facing technical, training, sales support, or implementation role for software and hardware solutions preferably within the Government services market.

• Experience supporting government or public-sector opportunities.

• Experience with large-scale identity or security programs.

• Experience participating in RFP and procurement processes.

• Ability to engage both technical and executive audiences.

• Proficient with MS products: Excel, PowerPoint, Word, Visio and Outlook. Used to work with SalesForce and Oracle ERP

• Demonstrated ability to understand and analyze the business impact of the technical solution -particularly in relation to the customer’s landscape - drive conclusions and propose options that will strengthen Entrust’s offerings and financials.

• Excellent English and Spanish written and verbal communication skills, including excellent presentation skills.

• Excellent analytical and problem-solving skills.

• Must be able to lawfully work and easily travel on demand within the EMEA region.

• Experience working with large System Integrators.

Preferred Qualifications:

• Familiar with Project Management methodology

• Deep understanding of Public Key Infrastructure (PKI), 2nd factor authentication and biometric technologies/solutions

• Background in IT Security and Data Protection (encryption, digital certificates, HSM, digital signature, etc.).

• Understanding of networking infrastructure (LAN, Cloud, mirroring, hosting, etc.).

Experience with:

o National ID programs

o Passport issuance systems

o EUDI Wallet / Digital Identity initiatives

o Border and immigration systems

o Biometrics

o PKI and digital credentials

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: