Job Description
The Role:
Check below to see if you have what is needed for this opportunity, and if so, make an application asap.
Reporting to the local Regional Vice President, this is a strategic sales role as we accelerate our growth at this crucial stage in our company’s development. You will be tasked with driving sales within your sector, working within a quarterly cycle.
ForgeRock’s growth now requires repeatable success. You will have evidence of solution selling and success in building extraordinary customer relationships and role modelling your behaviours within a team. The ability to leverage the partner community, architect solutions, and reach into a well-established network will position you for future success.
In order to acquire, retain and extend customer relationships, you will be a high performer who uses data, previous experience and current feedback to finesse your approach. Focused on the work needed to be done, and culturally conscious of the way to do the work, you will be constantly aware of the true measurements of success. Your mindset should be passionate, authentic, and hungry, with a natural ability to find the best opportunities and to drive them to a successful conclusion.
Responsibilities:
Business Management:
- Position ForgeRock as the company of choice for Identity & Access Management within different industries
- Creates, implements, measures and reviews a personal plan that drives achievement of performance goals aligned to the Regional sales strategy
- Position and articulate ForgeRock’s value proposition to prospects and customers, with a view to driving business value to these customers and therefore maximizing the business opportunity for ForgeRock
- Be “the” visible contact point for the relevant companies within ForgeRock
- Ability to work remotely of the main ForgeRock Hubs and to engage the relevant support functions/management for customer interactions
- Negotiate and close Strategic and complex enterprise contracts with the support of global partners
- Negotiate and close PaaS, SaaS offerings
- Develops accounts utilizing a value selling approach and account planning
- Reports on sales activity and forecasts to senior management
- Prepares indicative subscription/PaaS/SaaS pricing and customer offers, including reviewing broader opportunities such as training and professional services, and guides Request for Proposal responses
- Identifies and pursues opportunities to expand business activities within areas of responsibility
- Plans and controls the expense associated with area of responsibility even if not responsible for overall cost center
- Establishes working relationships with external parties which support the achievement of business goals
- Complies with all relevant systems and procedures
People Management:
- Provides customer feedback to marketing, customer success, product management and engineering teams
- Coaches/mentors new team members as requested by the RVP
Resource Management:
- Accurately forecasts and achieves sales targets
- Identifies and allocates appropriate resources to opportunities
- Utilizes partner network pro-actively
- Works collaboratively to acquire additional/specialist, including legal, finance and marketing
Customer Management:
- Has established sector-related C Level contacts
- Has an understanding related to the rules & regulations in the market as GDPR, PSD2, etc.
- Knowledge with different customer segments is a plus
- Builds relationships with customers (internal or external) as necessary – previous executive engagement and network is key to the success of this role
Required Skills & Qualifications:
- Successful record of dealing with the strategic buyers
- Expertise in technology sales, preferably software and management customers.
- Expertise selling PaaS, SaaS is a plus
- Results-oriented with multiple years meeting or exceeding quota
- Sustainable record of signing strategic and large projects
- Has worked in an International matrixed organization with related language skills
- Significant experience in solution/enterprise sales with access to the relevant C-level contacts
- Knowledge of the security/Identity market a plus
- Partner knowledge: Working with partners/SI’s to sell with/sell through the solution
- Trained in Value Selling and account planning methodologies