Major Account Executive

About ForgeRock:   

In today’s highly connected digital world, understanding, managing and securing the identity of individuals and things is essential to safety and success of both businesses and their customers. Billions of people connect from anywhere, use a wide variety of devices and expect a seamless yet secure experience.   

The ForgeRock mission is to provide the most simple and comprehensive Identity and Access Management Platform to help our customers deepen their relationships with their consumers and improve the productivity and connectivity of their employees and partners.  Our identity solution enables great digital experiences and is embedded with a rich set of security, privacy and consent features.  We deliver our platform through both cloud services and on-premises software. 

Our customers are some of the biggest companies, organizations, and even countries in the world. On any given day, it’s likely that the ForgeRock Identity Platform helped keep your data safe, gave you access to stuff, and supported trusted relationships between you, companies and the devices you were using.

ForgeRock is headquartered in San Francisco, but we are a global company with offices in the following cities: Vancouver, WA; Austin, TX; Bristol, UK; Grenoble FR; Oslo NO; and Singapore.  Please read more about us at forgerock.com or follow ForgeRock on Twitter at http://www.twitter.com/forgerock.

The Role:
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.
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 strategic sector 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 customers in the Public Sector, 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
Develops accounts utilizing a value selling approach and account planning
Reports on sales activity and forecasts to senior management
Prepares indicative subscription pricing and customer offers, including reviewing broader opportunities such as training and professional services modules, 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
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 resources, including legal, finance and marketing

Customer Management:
Has established sector-related C level contacts
Has a clear understanding related to the specific rules & regulations, of the market and understands how to orchest