What are the responsibilities and job description for the Business Development Director - Australia New Zealand position at ForgeRock?
The Role:
ForgeRock is looking for a talented and proven team player with high energy and initiative to fill a key role within the Business Development Organisation. This role will be a key contributor to our enterprise business development strategy as we look to build out our network of Consulting, SI and Channel Partners to help scale our business through the next phase of our growth.
This role will report up to the Regional Vice President of Australia & New Zealand.
Responsibilities:
The on-boarding of new partners and the ability to build exceptionally strong working relationships with them as well as our field sales organization to expand our enterprise sales pipeline and drive new opportunities is key to the success of this role. This person will also work with existing partners to expand those relationships and their involvement with ForgeRock. Likewise, they will also need to ensure our partners are fully engaged with our Customer Success Team to drive the successful implementation of our solutions within customer environments.
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. This will require a swift development of an understanding of the ForgeRock platform and key differentiators, to be able to present with a level of strength and poise.
There is a strong focus on collaborative development and selling with the field sales team, Solutions architects, inside sales, renewals and marketing teams.
Required Skills & Qualifications:
The successful candidate will have proven success in the enterprise software industry of directing and building alliances partnerships within a high growth organization. Preferably should also include a background in the sales or consulting side of the business. Understanding of the identity and access management space would be highly advantageous. This person should exhibit qualities that inspire teaming and trust to influence ForgeRock Sales, Marketing, Product Management and the CTO’s Office to support Alliances/Partnering Strategies.
- Extensive background in enterprise software Sales, Alliances, or Consulting
- Referenceable network in ANZ market with partners
- Proven success record of exceeding sales quota
- Minimum 10 years working with small to medium sized consulting, SI, and channel partners.
- Minimum of 5 years working for US HQ Software companies a strong advantage
- History of developing and executing alliance partner go-to-market plans
- Ability to drive field engagement to produce meaningful pipeline development
- Proven ability to establish and grow business relationships at a CxO level and a history of successfully developing and guiding multiple partnerships
- Be creative with strong problem-solving skills and the ability to succeed in a fast-paced environment
- Successfully exceeding metrics over a minimum of 10-year period - not just exceeding sales quota
- Performance history of recruiting and making productive new partners over a minimum of five-year period and in excess of five partners
- Exposure to or knowledge of the identity market is highly sought after
- Ability to work both freely and with a team
- Sound business acumen skills; thrive in a fast-paced, dynamic work environment
- saleforce.com familiarity is a plus