Enterprise Account Executive

Summary

Join Anaplan as an Enterprise Account Executive and leverage your expertise in selling sophisticated technology solutions to drive growth within the TMT industry. You will engage with prospects, build Anaplan's business value, and conduct effective presentations to C-suite executives. This role involves managing opportunities, applying value-based selling methodologies, and identifying account expansion opportunities. Collaboration with cross-functional teams is essential. The ideal candidate will have a proven track record of exceeding sales quotas and a strong network within the industry.

Requirements

• 5+ years of consultative sales experience into Fortune 2000 companies, ideally in SaaS solutions (but not required)
• Shown success selling into Vice President / Senior Vice President buyers
• History 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
• 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
• Demonstrated experience selling into technology, media, and/or telecommunication accounts
• Demonstrated understanding of the pressing business challenges faced by technology, media, and telecommunication organizations today

Responsibilities

• Engaging with targeted technology, media, and telecommunications organizations prospects to identify broken business processes and position Anaplan’s unique ability to solve the problem
• Build Anaplan’s business value throughout the selling engagement
• Conduct highly effective presentations from the 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
• Work with cross-functional members of Sales Development Reps, Marketing, Solution Consultants, and the Customer Success teams

Preferred Qualifications

• Experience with SFDC, Altify, Marketo, and Engagio a plus
• Account Planning experience Altify, MEDPICC, Miller Heiman
• Experience selling SaaS solutions into Telco, Media, or Technology organizations

Benefits

Base Salary Range: $139,000 — $188,000 USD