Remote Major Account Executive

Summary

Join Anaplan, a team of innovators who optimize business decision-making through their leading scenario planning and analysis platform, as a Major Account Executive - TMT (Telco, Media, Technology) to uncover, qualify, and close opportunities within your assigned region.

Requirements

• 4-year college degree
• 8+ years of successful sales experience with a proven record exceeding quota (B2B, SaaS space preferred)
• Experience calling into accounts and establishing relationships with business decision-makers
• Ability to understand a 10K, 10Q/annual reports and translate key points into an Anaplan solution for your strategic accounts
• 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
• A strong attention to detail and excellent listening skills
• Passion, energy, and the will to overcome any obstacle to succeed
• Ability to manage time effectively as well as manage multiple concurrent sales cycles
• Experience selling into Sales, Supply Chain, Finance, HR, Marketing, and IT, with a clear understanding of their individual inner workings and how they work with one another
• Ability to engage your customer in a conversation that allows you to uncover and translate business pains and challenges into a value proposition that Anaplan can deliver
• Alignment with Anaplan’s Values; Open, Authentic, Inclusive, Creative, Tenacious, Collaborative

Responsibilities

• Outbound prospecting into Anaplan’s Major Account Segment using (phone, email, social, etc.) to engage with prospects and customers to articulate the value of Anaplan in meeting their business goals
• Research, question, and listen to our customers to fully understand their needs and present solutions to fulfill their requirements
• Drive complex sales cycles to improve our customer’s investment with Anaplan
• Develop and accelerate strong business relationships with key decision-makers and influencers within your accounts
• Work collaboratively within the ecosystem of partners to qualify, and understand business drivers, provide business outcome-focused solutions, and close deals to meet quota
• Provide accurate and timely revenue forecasting and CRM updates

Preferred Qualifications

• Analytical knowledge of SFDC, Altify, Marketo, and Engagio
• Account Planning experience –i.e. Altify, MEDPICC, Miller Heiman