Blair Thomas

Experience

1. Senior Manager Sales Engineering

   Entrust

   Mar 2022 — Present

   Revenue Growth & Quota ManagementTarget Achievement: Responsible for driving $20M in sales within a quota-based environment.Sales Strategy: Work closely with customers to understand their pain points and drive adoption of cloud security solutions. This involves identifying technical use cases, ensuring product-market fit, and pushing for stronger customer engagement.Customer-Facing Role: Engage directly with customers to understand their specific requirements related to PKI (Public Key Infrastructure), HSM (Hardware Security Modules), Key Management, and other cloud security solutions.Solution Selling: Help clients understand the technical aspects of SaaS and managed services offerings in the context of their business needs, ensuring a smooth sales process and seamless adoption.Consultative Sales: Leverage deep technical knowledge to offer tailored solutions that address customers\' security challenges,and long-term benefits.2. Team Leadership & DevelopmentHiring & Mentorship: Lead a team of solution experts and engineers focusing on skill development and fostering a high-performance culture.Training & Feedback: Set clear expectations, establish performance goals, and provide regular coaching and feedback to drive individual and team success.Collaborative Leadership: Encourage a collaborative, innovative, and customer-centric approach within the team, while aligning everyone around common goals.Collaboration with Cross-functional Teamwork: Work closely with customer success, product managers, and engineering teams to ensure that customer needs are communicated clearly and that future product development aligns with customer requirements and pain points.Continual Improvement: Regularly assess team performance, identify areas for improvement, and implement processes that drive more effective sales and solution delivery.

Education

• Brigham Young University

  MBA

  1990 — 1992

• Brigham Young University

  Bachelor of Science (B.S.)

  1980 — 1984

Skills

• Network Security
• Pre-Sales
• Security
• Enterprise Software
• Enterprise Architecture
• Linux
• Saas
• Solution Selling
• Software Development
• Agile Methodologies
• Vmware
• Management
• Data Center
• Virtualization
• Cloud Computing
• Integration
• Professional Services
• Storage
• Consulting