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.
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, with experience 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 is required elements 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 mind set should be passionate, authentic and hungry, with a natural ability to find the best opportunities and to drive them to successful conclusions.
Position ForgeRock as the company of choice for Identity & Access Management within large Enterprise accounts in Suisse Romande
Creates, implements, measures and reviews an individual 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 drive business value to these customers and therefore maximising the business opportunity for ForgeRock
Be “the” visible contact point for the relevant customers in Suisse Romande, 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 utilising 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 leads 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 centre
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
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 as required, including legal, finance and marketing
Has established sector-related decision maker contacts in large accounts
Has a clear understanding related to the specific requirements how to use digital identities in specific markets and understands how to orchestrate success within this framework
Experience with different Enterprise segments is a plus, as the person might cover some private customers across in Suisse Romande
Builds relationships with customers (internal or external) as necessary – previous executive engagement and network is essential to the success of this role
Required Skills & Qualifications:
Proven track record dealing with the strategic buyers in large Enterprise accounts across in Suisse Romande
Bachelor’s degree (MBA desirable but not essential) or equivalent work experience
Expertise in technology sales, preferably software and management
Results oriented with multiple years meeting or exceeding quota within the large accounts market
Sustainable track record of signing strategic and large projects, with long and complex sales cycles
Experience working in an International matrixed organisation with the related language skills
At least 6 years in solution sales in large accounts and documented access to the relevant decision makers
Experience in the security/Identity market a plus
Partner knowledge: Experience in working with partners/SI’s to sell with/sell though the solution
Trained and experienced in Value Selling and account planning Methodologies.
Fluent in French and English