Major Account Executive

Sales | US - New York, NY - 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 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 modeling your behaviors 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 Northeast.
  • 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 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.
  • 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 i
  • Expertise in technology sales, preferably software and management of customers.
  • 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 organization with related language skills
  • At least 10 years in solution sales and 6 years of experience in the industry 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.

 

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 the collective sum of all our individual experiences, backgrounds and influences and we pride ourselves in growing and learning together. We are committed to building an inclusive and diverse environment where everyone’s individuality is respected and everyone has an Identity. In recruiting for new colleagues, we welcome the unique contributions you can bring and encourage you to be your best self.

We are 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.

 

Apply for this Job

* Required

  
  


U.S. Equal Opportunity Employment Information (Completion is voluntary)

Individuals seeking employment at ForgeRock are considered without regards to race, color, religion, national origin, age, sex, marital status, ancestry, physical or mental disability, veteran status, gender identity, or sexual orientation. You are being given the opportunity to provide the following information in order to help us comply with federal and state Equal Employment Opportunity/Affirmative Action record keeping, reporting, and other legal requirements.

Completion of the form is entirely voluntary. Whatever your decision, it will not be considered in the hiring process or thereafter. Any information that you do provide will be recorded and maintained in a confidential file.

Race & Ethnicity Definitions

If you believe you belong to any of the categories of protected veterans listed below, please indicate by making the appropriate selection. As a government contractor subject to Vietnam Era Veterans Readjustment Assistance Act (VEVRAA), we request this information in order to measure the effectiveness of the outreach and positive recruitment efforts we undertake pursuant to VEVRAA. Classification of protected categories is as follows:

A "disabled veteran" is one of the following: a veteran of the U.S. military, ground, naval or air service who is entitled to compensation (or who but for the receipt of military retired pay would be entitled to compensation) under laws administered by the Secretary of Veterans Affairs; or a person who was discharged or released from active duty because of a service-connected disability.

A "recently separated veteran" means any veteran during the three-year period beginning on the date of such veteran's discharge or release from active duty in the U.S. military, ground, naval, or air service.

An "active duty wartime or campaign badge veteran" means a veteran who served on active duty in the U.S. military, ground, naval or air service during a war, or in a campaign or expedition for which a campaign badge has been authorized under the laws administered by the Department of Defense.

An "Armed forces service medal veteran" means a veteran who, while serving on active duty in the U.S. military, ground, naval or air service, participated in a United States military operation for which an Armed Forces service medal was awarded pursuant to Executive Order 12985.


Form CC-305

OMB Control Number 1250-0005

Expires 05/31/2023

Voluntary Self-Identification of Disability

Why are you being asked to complete this form?

We are a federal contractor or subcontractor required by law to provide equal employment opportunity to qualified people with disabilities. We are also required to measure our progress toward having at least 7% of our workforce be individuals with disabilities. To do this, we must ask applicants and employees if they have a disability or have ever had a disability. Because a person may become disabled at any time, we ask all of our employees to update their information at least every five years.

Identifying yourself as an individual with a disability is voluntary, and we hope that you will choose to do so. Your answer will be maintained confidentially and not be seen by selecting officials or anyone else involved in making personnel decisions. Completing the form will not negatively impact you in any way, regardless of whether you have self-identified in the past. For more information about this form or the equal employment obligations of federal contractors under Section 503 of the Rehabilitation Act, visit the U.S. Department of Labor’s Office of Federal Contract Compliance Programs (OFCCP) website at www.dol.gov/ofccp.

How do you know if you have a disability?

You are considered to have a disability if you have a physical or mental impairment or medical condition that substantially limits a major life activity, or if you have a history or record of such an impairment or medical condition.

Disabilities include, but are not limited to:

  • Autism
  • Autoimmune disorder, for example, lupus, fibromyalgia, rheumatoid arthritis, or HIV/AIDS
  • Blind or low vision
  • Cancer
  • Cardiovascular or heart disease
  • Celiac disease
  • Cerebral palsy
  • Deaf or hard of hearing
  • Depression or anxiety
  • Diabetes
  • Epilepsy
  • Gastrointestinal disorders, for example, Crohn's Disease, or irritable bowel syndrome
  • Intellectual disability
  • Missing limbs or partially missing limbs
  • Nervous system condition for example, migraine headaches, Parkinson’s disease, or Multiple sclerosis (MS)
  • Psychiatric condition, for example, bipolar disorder, schizophrenia, PTSD, or major depression

1Section 503 of the Rehabilitation Act of 1973, as amended. For more information about this form or the equal employment obligations of Federal contractors, visit the U.S. Department of Labor's Office of Federal Contract Compliance Programs (OFCCP) website at www.dol.gov/ofccp.

PUBLIC BURDEN STATEMENT: According to the Paperwork Reduction Act of 1995 no persons are required to respond to a collection of information unless such collection displays a valid OMB control number. This survey should take about 5 minutes to complete.