Enterprise Account Executive

Summary

Join Anaplan as a highly ambitious Enterprise Account Executive to manage and grow the Anaplan business in Italy. You will leverage existing strategic accounts and collaborate with partners to expand and acquire new customers. The role involves selling the business value and transformative potential of Anaplan's connected planning solutions to stakeholders across various departments. You will help customers achieve immediate business goals while preparing them for future success, acting as a catalyst for Anaplan's growth and leading digital transformation. This position reports to the RVP of Sales and offers potential for leadership growth within the CEE region. You will build a territory plan, engage with prospects and clients, and conduct effective presentations to C-suite executives. The role requires managing opportunities, identifying account expansion opportunities, and collaborating with cross-functional teams.

Requirements

• Demonstrable consultative sales experience into enterprise companies, ideally in EPM or SaaS solutions
• Entrepreneurial skills and potential to grow as the business scales
• 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
• 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

Responsibilities

• As a self starter, build a territory plan to maximise the addressable opportunity in the market
• Engage with targeted prospects and clients to identify broken planning processes and position Anaplan’s unique ability to solve the problem
• Build Anaplan’s business value throughout the selling engagement, running the sales process and accurately forecasting the business
• 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
• Employ outstanding account leadership skills to identify account expansion opportunities by cross-selling and up-selling opportunities within targeted accounts
• Work with cross-functional members of Sales Development Reps, Marketing, Solution Consultants, and the Customer Success teams

Preferred Qualifications

• Domain understanding in either Supply Chain, FP&A, Workforce Planning & Sales and knowledge of how these functions plan, process work and make decisions
• Account Planning experience Altify, MEDDPICC, Miller Heiman