Partner Sales Director - TMT (Telco, Media, Technology)

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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 largescale SaaS cloud company. If youre ready to conquer complex problems that no one else is solving keep reading.

This role is responsible for driving Anaplans partner sales strategy in conjunction with

• North America Alliance Leaders: who manage our largest and most strategic partner relationships through detailed business planning and gotomarket development to drive sourced and cosold 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 subindustry gotomarket and clientspecific sales motion to bring to market industryrelevant solutions identify partneroriginated and cosell opportunities to influence client/prospect sales cycles.
• Customer Success: responsible for customer retention and expansion to ensure partners are driving postsale 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 Anaplans addressable market client needs and gotomarket 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 cosold revenue and pipeline creation to meet/exceed Americas industryspecific 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 Anaplans overall growth goals. This means striving to build a bestinclass 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 highimpact solution play portfolio and ensure partner collaboration from presale through postsale 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 cosold 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 Anaplans sales teams by developing marketing enablement and gotomarket 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 daytoday fieldlevel 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 presales modelbuilder 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 cosell 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 gotomarket strategy with Partners.
• You possess industry knowledge and have the gravitas to collaborate with both global system integrator partners and Csuite 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 gotomarket execution and can articulate the results you have driven.
• You are metricsdriven 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 gotomarket plans and subsequent sales followthrough
• 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 nontechnical 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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