Channel & Alliances Sales Director (ASEAN)

ForgeRock

Singapore
  • Job Type: Full-Time
  • Function: Sales
  • Post Date: 01/08/2021
  • Website: forgerock.com
  • Company Address: 201 Mission Street Suite 2900, San Francisco, CA, 94105

About ForgeRock

ForgeRock is redefining identity and access management for the modern web including public cloud, private cloud, hybrid cloud, and enterprise and mobile environments. ForgeRock products support mission-critical operations with a fully open source platform. ForgeRock’s Open Identity Stack powers solutions for many of the world’s largest companies and government organizations.

Job Description

About ForgeRock:   

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 Managing Director, ASEAN, 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 through partners in ASEAN, Work with global alliance partners and local channels to sell through, sell with or influence FR revenue depending on the specific opportunity.

ForgeRock’s growth now requires repeatable success. You will have evidence of solution selling and success in building extraordinary partner relationships and role modeling your behaviours 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 through partners, 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 successful conclusion.

 

Responsibilities:

  • Position ForgeRock as the company of choice for Identity & Access Management with partners in ASEAN to generate pipeline
  • Creates, implements, measures, and reviews a plan that drives achievement of performance goals aligned to the Regional sales strategy
  • Position and articulate ForgeRock’s value proposition to strategic partners, with a view to driving business value to these partners and therefore maximizing the business opportunity for ForgeRock
  • Be the visible contact point for the relevant partners across ASEAN, within ForgeRock
  • Ability to work remotely of the main ForgeRock Hubs and to engage the relevant support functions/management for partner 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 through partners to generate gross and qualified pipeline for rolling 12 months.
  • The role will also require joint visits with partners to customer environments to play a direct role in the qualification and development of sales opportunities.
  • 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 with and through partners in the region
  • Establishes working relationships with partners which support the achievement of business goals
  • Complies with all relevant systems and procedures
  • Provides partner feedback to marketing, customer success, product management and engineering teams
  • Coaches/mentors new team members as needed
  • 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
  • Has established sector-related C Level contacts in partners as a priority
  • Has a clear understanding of solution selling
  • Builds relationships with partners as necessary - previous executive engagement and a network is key to the success of this role

Skills & Qualifications:

  • History of developing and executing alliance partner go-to-market plans, generating pipeline against given targets and sourcing new business with proven track record
  • Successful record in dealing with the stakeholders in partner network
  • Ability to drive field engagement to produce meaningful pipeline generation
  • Expertise in technology sales, preferably software and management of strategic partners
  • Results oriented with multiple years meeting or exceeding quota within the market
  • Sustainable record of signing strategic and large projects > $1M with a long and complex sales cycles
  • At least 5 years of experience in solution sales and 5 years of experience in industry with access to the relevant C Level contacts
  • Deep knowledge of the relevant key drivers of change in the industry
  • Knowledge of the security/Identity market a plus
  • Trained in Value Selling and account planning Methodologies.
  • A self-starter and entrepreneur, who is able to drive their business without a large back office by utilizing the distributed team of ForgeRock
  • Hunter mentality
  • Good interpersonal skills to align and foster positive working relationships across the organization
  • Good communicator and team player
  • Excellent spoken and written communication, interpersonal, relationship building skills
  • Ability to travel
  • Sound business acumen skills; thrive in a fast-paced, dynamic work environment
  • Salesforce.com familiarity is a plus

 

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.

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Disclaimer: Local Candidates Only
This company does NOT accept candidates from outside recruiting firms. Agency contacts are not welcome.