Major Account Executive

Summary

Join Anaplan as a MAJOR ACCOUNT EXECUTIVE – TMT and leverage your expertise in selling sophisticated technology solutions to drive the company's growth. You will engage with enterprise prospects in the Technology, Media, and Telecom industries, identifying their business process challenges and positioning Anaplan's platform as the solution. This role involves building Anaplan's business value, conducting presentations to C-suite executives, and developing account plans. You will utilize Anaplan's value-based selling methodology, forecast business accurately, and identify opportunities for cross-selling and upselling. Collaboration with cross-functional teams, including Sales Development Reps, Marketing, Solution Consultants, and Customer Success, is essential. Reporting to the Regional Vice President, you will manage 1-8 strategic accounts, primarily existing Anaplan customers.

Requirements

• 8+ years consultative sales experience into Fortune 2000 companies, ideally in SaaS solutions
• Demonstrated experience selling into financial business services accounts
• Demonstrated understanding of the pressing business challenges faced by financial business services organizations today
• Success selling into the highest levels of accounts with a C-Suite focus
• Track record of overachieving sales quota & targets, including shown history of multiple seven-figure annual contract value (ACV) deals (services and/or software)
• Strong senior executive network in your territory with customers and partners in relevant industry
• Proven experience with sophisticated partner & internal team organizations
• Proven executive network in the financial business services industry, spanning from Director- to C-level executives
• Business, Finance, Economics, related BS/BA degree or relevant years of experience

Responsibilities

• Engaging with targeted financial business services enterprise 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 to VP through C-level executives and key C-suite level decision makers including CFOs, CROs, and senior leaders in supply chain, workforce, and other business functions
• Develop and own coordinated account planning and opportunity planning process
• Apply Anaplan’s value-based selling methodology and tools to run sales processes and accurately forecast business
• Employ best-in-class 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 SFDC, Altify, Marketo, and Engagio a plus
• Account Planning experience Altify, MEDPICC, Miller Heiman