Enterprise Account Executive - Consumer

Summary

Join Anaplan as an Enterprise Account Executive in the Consumer Packaged Goods (CPG) vertical and leverage your expertise in selling sophisticated technology solutions to drive growth. You will engage with consumer-focused organizations, identify process inefficiencies, and position Anaplan's platform as the solution. This role involves building Anaplan's business value, conducting effective presentations to C-suite executives, and managing opportunities from start to finish. You will utilize Anaplan's value-based selling methodology, identify account expansion opportunities, and collaborate with cross-functional teams. The position requires managing up to 50 accounts, focusing on both new logo acquisition and growth within the existing customer base. This role reports directly to the Regional Vice President.

Requirements

• 5+ years of consultative sales experience in 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 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 (g. sales process, qualification, executive presentation skills, quote presentation, and negotiation), and ability to balance multiple (3-5) opportunities at once
• Demonstrated experience selling into Consumer (g. FMCG, F&B, Apparel, Retailer) accounts
• Demonstrated understanding of the pressing business challenges faced by consumer-facing enterprises today

Responsibilities

• Engaging with targeted consumer-focused 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. 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 the 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

• Business, Finance, Economics, related BS/BA degree or relevant years of experience
• Experience with SFDC, Altify, Marketo, and Engagio a plus
• Account Planning experience Altify, MEDDIC, Miller Heiman