Strategic Alliances Director – Federal Defense Markets

Business Development | US – Washington D.C. - Remote


About the company:   

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; Munich, Germany; London & Bristol, UK; Grenoble & Paris, FR; Oslo, NO; Singapore and Sydney, Australia.  Please read more about us at or follow ForgeRock on Twitter at


The Role:

As ForgeRock’s Director of Strategic Alliances - Federal Defense Markets, you will be responsible for developing and deepening partnerships that advance ForgeRock’s business strategy and growth opportunities in the national security enterprise. This person will leverage their deep knowledge of the defense industry with extensive relationships across the commercial defense sector, while collaborating with internal teams to ensure we have the right mix of partners to effectively put our products and solutions in the hands of federal government clients. You will be responsible for crafting, launching, and delivering ForgeRock’s Partner Strategy in the National Security space. You will be a key contributor in creating and expanding our relationships with key government partners and private sector companies.



  • Build, grow and manage partners across the business, along with the overall program
  • Design and develop a channel strategy to produce lead-flow through business capture efforts with Federal Industry Leaders such as General Dynamics, Leidos, Perspecta, Raytheon, Lockheed Martin, Northrop Grumman, ManTech and Harris Corp.
  • Own plan creation to support the overall Go to Market Strategy and lead ongoing partner management at the executive level
  • Draft and implement program vision, strategy, and execution plans by establishing short-term and long-term goals and setting the direction for new revenue streams
  • Design, develop and validate creative solution offerings in key vertical and horizontal solution areas
  • Lead priority initiatives and build detailed roadmaps that align the day-to-day focus with ForgeRock’s strategic and client growth priorities
  • Manage existing relationships with Technology Solution Provider such as Carahsoft
  • Creatively structure, negotiate, and execute complex strategic partnership agreements which may include Resell, OEM, joint development, delivery and other structures
  • Manage existing relationships with Technology Solution Provider such as Carahsoft
  • Expand executive relationships across partner service lines


Required Skills & Qualifications:

  • Demonstrable track record of having built and managed other partnership efforts, preferably with prior commercial experience building programs to serve the US Government, DOD, Intelligence Community and/or Civilian business sectors
  • Proven success at building, developing and managing a strategic partner program
  • Familiarity with the Federal budgeting, GSA, acquisition, and procurement processes preferred
  • Experience in the identity and access management space would be highly desirable.
  • Excellent verbal and written communication skills
  • Proven track record of exceeding sales quota, over minimum 10-year period
  • Minimum 10 years, ideally 15 years plus, of experience in working with small to medium sized consulting, SI and channel partners.
  • Minimum of 5 years’ experience of working for US HQ Software companies a strong advantage
  • Ability to work in a fast-paced, changing environment, while collaborating across the business to solve mission problems at speed
  • Track record of exceeding metrics over a minimum of 10-year period - not just exceeding sales quota
  • Bachelor’s degree
  • S. Citizenship is required


Desired Skills

  • Current possession of a U.S. security clearance or the ability to obtain one
  • Knowledge of the Continuous Diagnostics and Mitigation (CDM) program is desirable. 
  • Experience in or exposure to the nuances of a startup or other entrepreneurial environment
  • Experience with Salesforce CRM


Life at ForgeRock:

We believe in and facilitate a flexible, collaborative work environment. We’ve grown enormously, but remain true to the innovative, can-do startup values that got us here. Most important of all, we keep hiring talented, smart, fun, and genuinely nice people because that’s who we want to succeed with every day. Below are just a few of the great things we have to offer at ForgeRock:

  • A great team of smart, fun and genuinely nice individuals.
  • Awesome company culture focused around providing a flexible and collaborative work environment
  • Regular office bonding events, from lunches and happy hours to group offsites and hack-days
  • Well-stocked fridges, whether you’re hungry or thirsty
  • Competitive benefits and perks
  • We’re Mac-friendly!
  • Generous employee referral bonus program
  • Amazing offices across the globe – San Francisco HQ; Vancouver, WA; Austin, TX; Munich, Germany; London & Bristol, UK; Grenoble & Paris, FR; Oslo, NO; Singapore, Australia & counting!


ForgeRock is an Equal Opportunity/Affirmative Action employer.  All qualified applicants will receive consideration for employment without regard to race, color, religion, sex including sexual orientation and gender identity, national origin, disability, protected Veteran Status, or any other characteristic protected by applicable federal, state, or local law.


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