The Role:

Reporting to the VP, Sales is a strategic Director role as we accelerate our growth at this crucial stage in our company’s development. The Director, Sales will have responsibility for territory across the Northern Europe region. The Sales, Director will be tasked with influencing and developing an energised, competitive and high impact sales team that is characterised by its ability to create differentiated value for our customer base.

We are looking for a seasoned leader from within the SaaS enterprise marketplace who has proven software solution selling expertise, combined with success in a fast growth business. You will act as a role model to drive the team in building extraordinary customer relationships and experiences, leveraging a strong teamwork approach, and cross matrix collaboration across all ForgeRock functions. You will demonstrate depth of understanding when working alongside our partner community and a well-established customer and partner network across the Northern Europe region.

In order to acquire, develop and retain customer relationships and create a winning ForgeRock business, the Director, Sales will be able to create and maintain a high-performance culture, basing themselves on facts and data, transparency, accountability, and agility. The ideal candidate’s mindset should be customer-focused, people-oriented, open, passionate, and authentic. 

Responsibilities:

• Creates, implements, measures and reviews a strategic or operational plan that drives achievement of business goals aligned to overall ForgeRock strategy
• Uses mechanisms such as territory planning, account plans, opportunity inspection, pipeline management, account reviews, forecast calls, etc.
• Advises and coaches the sales team around how to position and articulate ForgeRock’s value proposition at Enterprise customers, thus increasing the average deal size
• Identifies and pursues opportunities to expand business activities within areas of responsibility
• Plans and controls the expense associated with the area of responsibility even if not responsible for overall cost centre
• Establishes working relationships with external parties which supports the achievement of business goals
• Is conversant with ForgeRock’s systems and procedures and ensures effective use of and conformance to standard business practices and tools (i.e. SFDC – SalesForce.com)
• Communicates ForgeRock’s vision and aligns team and personal goals to achieve business results
• Provides direction and guidance, mentoring and development of the field team
• Lives teamwork and promotes cross-functional collaboration
• Recruits, builds and develops the team to deliver business results; Identifies, develops and promotes high potential employees
• Recommends and/or approves people-related decisions – hiring, promotions, merit increases, rewards & recognition, training initiatives, etc.
• Drives performance review and development planning process with annual and quarterly review meetings
• Has established multi-vertical C level contacts in large Enterprise customers
• Has an established partner/SI network and is used to working with partners on projects
• Builds relationships with customers (internal or external) as necessary providing customer escalation management as necessary for problem resolution
• Provides support for customer relationship management as necessary and drives initiatives which result in improvement in customer satisfaction
• Drives initiatives which result in improvement in customer satisfaction

Required Skills & Qualifications:

• Expertise in Enterprise Software, SaaS, Managed Services and strategic account management
• Transitioned a team through on-prem to SaaS solutions
• Results-oriented with multiple years meeting or exceeding quota
• Has built an international, successful team
• Adept working in a fast-growing global organisation
• Good interpersonal skills to align and foster positive working relationships across the organisation