Job description
At Anaplan, we are a team of innovators who are focused on optimizing business decision-making through our leading scenario planning and analysis platform so our customers can outpace their competition and the market.
What unites Anaplanners across teams and geographies is our collective commitment to our customers’ success and to our Winning Culture.
Our customers rank among the who’s who in the Fortune 50. Coca-Cola, LinkedIn, Adobe, LVMH and Bayer are just a few of the 2,400+ global companies that rely on our best-in-class platform.
Our Winning Culture is the engine that drives our teams of innovators. We champion diversity of thought and ideas, we behave like leaders regardless of title, we are committed to achieving ambitious goals and we have fun celebratingour wins.
Supported by operating principles of being strategy-led, values-based and disciplined in execution, you’ll be inspired, connected, developed and rewarded here. Everything that makes you unique is welcome; join us and be your best self!
Anaplan is looking for a Partner Sales Director to lead the Tech, Media & Telco (TMT) segment in the Americas. This is a stellar opportunity to get involved in a highly visible, large-scale SaaS cloud company. If you’re ready to conquer complex problems that no one else is solving, keep reading.
This role is responsible for driving Anaplan’s partner sales strategy in conjunction with
- North America Alliance Leaders: who manage our largest and most strategic partner relationships through detailed business planning and go-to-market development to drive sourced and co-sold revenue
- Partner & Alliance Teams: to drive target account planning, sales play development, support new routes to market, ensure effective Anaplan field engagement, manage pipeline progression and ensure delivery readiness
- Anaplan Sales: responsible for specific sub-industry go-to-market and client-specific sales motion to bring to market industry-relevant solutions, identify partner-originated and co-sell opportunities to influence client/prospect sales cycles.
- Customer Success: responsible for customer retention and expansion to ensure partners are driving post-sale platform adoption, roadmap development, and delivering on value outcomes to increase platform expansion and overall customer health
- Marketing: responsible for extending the message of the Anaplan platform to expand our reach and drive pipeline generation in support of solution plays
This will involve a deep understanding of the Anaplan partner ecosystem, including global system integrators, strategic advisory firms, cloud service providers, technology ISVs, and boutique consultancies at the field level (by region, industry, and function).
Understanding the complexities and functional value drivers of Enterprise Performance Management (EPM), along with the knowledge of Anaplan’s addressable market, client needs, and go-to-market approach, is highly preferred.
The role is a direct report to the VP of Partner & Alliances for the Americas with dual accountability to the TMT Area Vice President of Sales for the Americas.
Your role
Primarily, you will be responsible for authoring and delivering originated/sourced revenue, co-sold revenue, and pipeline creation to meet/exceed Americas industry-specific sales goals through the development of a detailed TMT partner strategy & business plan and in coordination with Americas alliance managers.
You will be contributing to the development and evangelism of the Global Partners & Alliances strategy as it supports Anaplan’s overall growth goals. This means striving to build a best-in-class partner program within SaaS.
It also means you will manage policies/plans to avoid conflict with partners who participate in direct and indirect channels. This also includes communicating clear rules of engagement and driving pipeline management governance with the internal teams and partners. In strategy development, you will help illuminate new market opportunities, ensure a high-impact solution play portfolio, and ensure partner collaboration from pre-sale through post-sale cycles.
Importantly, you will also work with Anaplan field sales to identify potential new partnership opportunities within your industry (TMT) to augment our global partner organization.
Execution & Alignment with Sales NNACV and Pipeline Goals
Success is tied directly to the TMT Area Vice President of Sales for the Americas goals via the contribution of primarily sourced ACV as well as co-sold ACV by Anaplan partners while also ensuring delivery readiness.
Builds a comprehensive network/relationship map electronically of Anaplan partner leaders in the TMT segment and with CSPs/ISVs, continuously adding new relationships and curating existing relationships to influence greater Anaplan sales development.
Creates awareness of partners’ capabilities with Anaplan’s sales teams by developing marketing, enablement, and go-to-market programs in conjunction with the Partner Alliance Managers on increasing awareness and fair representation of partners serving the industry and ecosystem. Helps to identify and drive solution offerings that provide value to Anaplan in key vertical and horizontal solution areas.
Responsible for the day-to-day, field-level relationship and pipeline management of channel partners at the TMT sales pod level. Within each sales “pod”, other field team members regularly evaluate the partner talent ecosystem and provide regular insights to the global partner leadership team on areas where existing partners are succeeding and where they may not have sufficient sales, pre-sales, model-builder, and solution architect talent to support the needs of the pod in both a direct and indirect model.
Facilitate and extend relationships for the TMT Area Vice President and other members of Amer leadership with thought leaders and change agents at impactful partners.
Manages and monitors compliance/hygiene of all sales processes, ensuring accurate data (e.g., pipeline, origination, co-sell, resell, cloud) are correctly tagged with minimal attribution conflict.
Your Qualifications:
For this role we are looking for
- Experience in Cloud and SaaS software sales, consulting, customer support, and/or partner management – this is a must.
- You are a strategic problem solver but execution oriented. This role is a catalyst for leading change in our overall go-to-market strategy with Partners.
- You possess industry knowledge and have the gravitas to collaborate with both global system integrator partners and C-suite leaders at boutique partner organizations.
- You can prioritize an intense workload while identifying the opportunities that will drive the biggest return on investment.
- You have a track record in sales and go-to-market execution and can articulate the results you have driven.
- You are metrics-driven and able to measure, manage, and adjust to achieve your goals.
- You can multitask across objectives, service lines, sales reps, leadership, partners, marketing, and product functions
- We would like to see evidence of how you have established trusted, deep relationships with key stakeholders on all sides of the partnership landscape
- Demonstrable experience in Business Development, including alliance establishment, alliance management, and marketing
- Experience in identifying market opportunities with a track record of instigating go-to-market plans and subsequent sales follow-through
- Commercially astute with the ability to promote the Anaplan proposition on a conceptual basis by illustrating business benefits
- Ability to communicate with both technical and non-technical audiences and present the business value aspects of the proposition
- A good communicator and presenter who possesses strong negotiation skills as well as sound interpersonal skills, with the ability to influence all levels of an organization
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Our Commitment to Diversity, Equity, Inclusion and Belonging
Build your career in a place that thrives on diversity, equity, inclusion, and belonging. We believe in a hiring and working environment where all people are respected and valued, regardless of gender identity or expression, sexual orientation, religion, ethnicity, age, neurodiversity, disability status, citizenship, or any other aspect which makes people unique. We hire you for who you are, and we want you to bring your authentic self to work every day!
We will ensure that individuals with disabilities are provided reasonable accommodation to participate in the job application or interview process, perform essential job functions, and receive equitable benefits and all privileges of employment. Please contact us to request accommodation.
Fraud Recruitment Disclaimer
It has come to our attention that fraudulent and fictitious job opportunities are being circulated on the Internet. Prospective candidates are being contacted by certain individuals, mainly through telephone calls, emails and correspondence, claiming they are representatives of Anaplan. The main purpose of these correspondences and announcements is to obtain privileged information from individuals.
Anaplan does not:
- Extend offers to candidates without an extensive interview process with a member of our recruitment team and a hiring manager via video or in person.
- Send job offers via email. All offers are first extended verbally by a member of our internal recruitment team whenever possible, and then followed up via written communication.
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