Partner Sales Director - TMT

Summary

Join Anaplan as a Partner Sales Director to lead the Tech, Media & Telco (TMT) segment in the Americas. This role involves driving Anaplan’s partner sales strategy, collaborating with various teams, and developing a detailed TMT partner strategy and business plan. You will be responsible for authoring and delivering originated/sourced revenue, co-sold revenue, and pipeline creation. The position requires a deep understanding of the Anaplan partner ecosystem and the complexities of Enterprise Performance Management (EPM). Success is tied to achieving specific sales goals and building strong relationships with partners. This role reports to the VP of Partner & Alliances for the Americas and has dual accountability to the TMT Area Vice President of Sales for the Americas.

Requirements

• Experience in Cloud and SaaS software sales, consulting, customer support, and/or partner management
• Be a strategic problem solver but execution oriented
• Possess industry knowledge and have the gravitas to collaborate with both global system integrator partners and C-suite leaders at boutique partner organizations
• Prioritize an intense workload while identifying the opportunities that will drive the biggest return on investment
• Have a track record in sales and go-to-market execution and be able to articulate the results you have driven
• Be metrics-driven and able to measure, manage, and adjust to achieve your goals
• Multitask across objectives, service lines, sales reps, leadership, partners, marketing, and product functions
• Demonstrate evidence of how you have established trusted, deep relationships with key stakeholders on all sides of the partnership landscape
• Demonstrable experience in Business Development, including alliance establishment, alliance management, and marketing
• Experience in identifying market opportunities with a track record of instigating go-to-market plans and subsequent sales follow-through
• Be commercially astute with the ability to promote the Anaplan proposition on a conceptual basis by illustrating business benefits
• Ability to communicate with both technical and non-technical audiences and present the business value aspects of the proposition
• Be a good communicator and presenter who possesses strong negotiation skills as well as sound interpersonal skills, with the ability to influence all levels of an organization

Responsibilities

• Drive Anaplan’s partner sales strategy in conjunction with North America Alliance Leaders, Partner & Alliance Teams, Anaplan Sales, Customer Success, and Marketing
• Author and deliver originated/sourced revenue, co-sold revenue, and pipeline creation to meet/exceed Americas industry-specific sales goals through the development of a detailed TMT partner strategy & business plan and in coordination with Americas alliance managers
• Contribute to the development and evangelism of the Global Partners & Alliances strategy
• Manage policies/plans to avoid conflict with partners who participate in direct and indirect channels
• Communicate clear rules of engagement and drive pipeline management governance with the internal teams and partners
• Help illuminate new market opportunities, ensure a high-impact solution play portfolio, and ensure partner collaboration from pre-sale through post-sale cycles
• Work with Anaplan field sales to identify potential new partnership opportunities within your industry (TMT) to augment our global partner organization
• Build a comprehensive network/relationship map electronically of Anaplan partner leaders in the TMT segment and with CSPs/ISVs, continuously adding new relationships and curating existing relationships to influence greater Anaplan sales development
• Create awareness of partners’ capabilities with Anaplan’s sales teams by developing marketing, enablement, and go-to-market programs in conjunction with the Partner Alliance Managers on increasing awareness and fair representation of partners serving the industry and ecosystem
• Help to identify and drive solution offerings that provide value to Anaplan in key vertical and horizontal solution areas
• Be responsible for the day-to-day, field-level relationship and pipeline management of channel partners at the TMT sales pod level
• Facilitate and extend relationships for the TMT Area Vice President and other members of Amer leadership with thought leaders and change agents at impactful partners
• Manage and monitor compliance/hygiene of all sales processes, ensuring accurate data (e.g., pipeline, origination, co-sell, resell, cloud) are correctly tagged with minimal attribution conflict

Preferred Qualifications

Understanding the complexities and functional value drivers of Enterprise Performance Management (EPM), along with the knowledge of Anaplan’s addressable market, client needs, and go-to-market approach