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ForgeRock // sports sponsorship analytics platform
Sales, Full Time    Canada - Toronto, Ontario - Remote    Posted: Friday, October 25, 2019
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Major Account Executive

Sales | Canada - Toronto, Ontario - Remote

About the company:

In todays highly connected digital world, understanding, managing & securing the identity of individuals & things is essential to safety & success of both businesses & their customers. Billions of people connect from anywhere, use a wide variety of devices & expect a seamless yet secure experience.

The ForgeRock mission is to provide the most simple & comprehensive Identity & Access Management Platformto help our customers deepen their relationships with their consumers & improve the productivity & connectivity of their employees & partners. Our identity solution enables great digital experiences & is embedded with a rich set of security, privacy & consent features. Wedeliver our platform through both cloud services & on-premises software.

Our customers are some of the biggest companies, organizations, & even countries in the world. On any given day, its likely that the ForgeRock Identity Platform helped keep your data safe, gave you access to stuff, & supported trusted relationships between you, companies & 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 & Sydney, Australia. Please read more about us atforgerock.comor follow ForgeRock on Twitter at

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 companys development. You will be tasked with driving sales within your sector, working within a quarterly cycle.

ForgeRocks growth now requires repeatable success. You will have evidence of solution selling & success, with experience in building extraordinary customer relationships & role modeling your behaviors within a team. The ability to leverage the partner community, architect solutions & reach into a well established network is required elements for future success.

In order to acquire, retain & extend customer relationships, you will be a high performer who uses data, previous experience & current feedback to finesse your approach. Focused on the work needed to be done, & 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 & hungry, with a natural ability to find the best opportunities & to drive them to successful conclusion.


Business Management:

  • Creates, implements, measures & reviews an individual plan that drives achievement of performance goals aligned to the Regional sales strategy
  • Devises how to position & articulate ForgeRocks value proposition at sector customers, with a view to increasing average deal size
  • Negotiate & close complex enterprise contracts with global partners & customers
  • Reports on sales activity & forecasts to senior management
  • Prepares indicative subscription pricing & customer offers, including reviewing broader opportunities such as training & professional services modules, & leads Request for Proposal responses
  • Identifies & pursues opportunities to expand business activities within areas of responsibility
  • Plans & 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 & procedures
  • Provides customer feedback to marketing, customer success, product management & engineering teams
  • Coaches/mentors new team members as requested by the RVP

Resource Management:

  • Accurately forecasts & achieves sales targets
  • Identifies & allocates appropriate resources to opportunities
  • Works collaboratively to acquire additional/specialist resources as required, including legal, finance & marketing

Customer Management:

  • Has established sector-related C level contacts in large Enterprise customers
  • Builds relationships with customers (internal or external) as necessary previous executive engagement & network is essential to the success of this role

Required Skills & Qualifications:

  • Bachelors degree (MBA desirable but not essential) or equivalent work experience
  • Expertise in technology sales & account management
  • Results oriented with multiple years meeting or exceeding quota
  • Experience working in a US global matrixed organization
  • Good interpersonal skills to align & foster positive working relationships across the organization
  • Industry/Vertical market knowledge
  • Competitor knowledge
  • Partner Knowledge
  • Sales best practices

Life at ForgeRock:

We believe in & facilitate a flexible, collaborative work environment. Weve 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, & genuinely nice people because thats 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 & genuinely nice individuals.
  • Awesome company culture focused around providing a flexible & collaborative work environment
  • Regular office bonding events, from lunches & happy hours to group offsites & hack-days
  • Well-stocked fridges, whether youre hungry or thirsty
  • Competitive benefits & perks
  • Were 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!
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