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

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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

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

- 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:
- Citizen Identity
- National ID
- Passports
- Border Management
- Biometric Enrollment
- Digital Identity
- Credential Issuance
- 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.
- 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.
- 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.
- 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.
- 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.
- 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 wi

📌 Senior Technical Sales Consultant (Madrid)
🏢 Entrust
📍 Madrid