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 within the Public Sector.
• 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 orchestrate success within this framework
• Builds relationships with customers (internal or external) as necessary – previous executive engagement and network is key to the success of this role
• Knowledge of other Enterprise segments is a plus, as the person might cover some private customers across the East region
• 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 dealing with strategic buyers 
• Expertise in technology sales, preferably software 
• Results-oriented with multiple years meeting or exceeding quota within the market
• Sustainable record of signing strategic and large projects of €1M, with long and complex sales cycles
• Has worked in an International matrixed organisation with related language skills
• At least 10 years in solution sales with access to the relevant C Level contacts
• Deep knowledge of the relevant key drivers of change in the industry.
• Understanding 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.