Enterprise Account Executive

Summary

Join Anaplan as an Enterprise Account Executive to drive growth and expand the company's presence in Germany. Leveraging your proven track record in selling sophisticated technology solutions, you will sell Anaplan's versatile platform to Fortune 500 companies. You will identify broken business processes, build Anaplan's business value, and conduct effective presentations to C-suite executives. This role involves managing opportunities, applying Anaplan's value-based selling methodology, and collaborating with cross-functional teams. The position offers the chance to lead digital transformation and work with mostly greenfield accounts, reporting directly to the RVP of Sales.

Requirements

• Extensive experience in consultative sales to Fortune 2000 companies, ideally in SaaS solutions
• Shown success selling into Vice President / Senior Vice President buyers
• Track record of overachieving sales quota & targets, including demonstrated history of multiple high six-figure annual contract value (ACV) deals (services and/or software)
• Demonstrated network in your industry territory, with a mix of some customers and implementation partners
• Demonstrated experience with sophisticated partner & internal team organizations
• Domain understanding (Supply Chain, FP&A, Workforce Planning & Sales) and knowledge of how these functions plan, process work and make decisions
• Strong, demonstrated opportunity management practices (e.g. sales process, qualification, executive presentation skills, quote presentation and negotiation), and ability to balance multiple (3-5) opportunities at once
• Business, Finance, Economics, related BS/BA degree or relevant years of experience

Responsibilities

• Engage with targeted prospects and clients to identify broken business processes and position Anaplan’s unique ability to solve the problem
• Build Anaplan’s business value throughout the selling engagement. Navigating sophisticated prospect environments to align the prospect around the Anaplan solution
• Conduct highly effective presentations from Director through SVP and key C-suite level decision makers including CFOs, CROs, and senior leaders in supply chain, workforce, and other business functions
• Develop customers and own opportunity management start-to-finish across multiple customer targets and functions
• Apply Anaplan’s value-based selling methodology and tools to run sales processes and accurately forecast business
• Employ outstanding account leadership skills to identify account expansion opportunities by cross-selling and up-selling opportunities within targeted accounts
• Perform strategic sales planning, leading to accurate forecasting of the business
• Work with cross-functional members of Sales Development Reps, Marketing, Solution Consultants, and the Customer Success teams

Preferred Qualifications

• Experience with Outreach, SFDC, LinkedIn Sales Navigator
• Account Planning experience Altify, MEDDPICC, Miller Heiman