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Alliances Field Engagement Director

4 months ago

Minneapolis, Minnesota, United States Anaplan Full time

Anaplan. As the engine behind back-office system connectivity, you might not recognize our name, but our customers rank among the who's who in the Fortune 50. Coca-Cola, LinkedIn, Adobe, and Bayer are just a few of the 2,000+ companies that rely on our best-in-class platform and its native AI capabilities to see, plan, and lead their businesses. By dynamically connecting financial, strategic, and operational plans in real-time, companies trust Anaplan to give them the power to anticipate change, address complexity, deliver operational insights, increase profits, and stay ahead of their competition.

What unites Anaplanners across teams and geographies is our commitment to our customers' success and our collective motivation to achieve ambitious goals. We champion diversity of thought and ideas, and we behave like leaders irrespective of title. When you work for us, you'll be part of a winning culture that's dedicated to creating opportunities for our customers, partners, and employees. We hope you'll join us. Let's create something incredible together


Anaplan is looking for aPartner Field Engagement Director to lead the Manufacturing & Life Sciences segments in the Americas. This is a stellar opportunity to get involved in a highly visible, large-scale SaaS cloud company. If you're ready to conquer complex problems that no one else is solving, keep reading.

This role is responsible for executing Anaplan's partner strategy in conjunction with

  • AMER Alliance Leaders: who manage our largest partner relationships through detailed business plans at the region level
  • Global Alliances Teams: who develop best practices and where you will identify new partners, support new routes to market, ensure deal registration processes are followed, encourage partners to register for "industry" and "functional" badges, and collaborate with our hyperscaler/ISV teams
  • Anaplan Sales: responsible for organic sales, working closely with partner leaders at the industry level to identify partner originated opportunities and to work with partners to influencing client/prospect sales
  • Customer Success: responsible for customer retention and expansion, to ensure partners are inclusive of our success business managers and to encourage expansion sales
  • Marketing: responsible for extending the message of the Anaplan platform, to help measure mROI (marketing return on investment)

This will involve a deep understanding of Anaplan partner ecosystem including global system integrators, cloud service providers, technology ISVs and boutique consultancies at the field level (by region, industry, function).

This role will be focused on Anaplan's Emerging Industries segment in North America. Core industries include: Pharmaceuticals, Medical Device, Discrete Manufacturing, and Automotive.

Understanding the complexities and functional value drivers of Enterprise Performance Management, along with the knowledge of Anaplan's addressable market, client needs, and go-to-market approach is required.

The role is a direct report into the VP of Partner & Alliances, Field Execution for the Americas with dual accountability to the Manufacturing Industry Vice President of Sales for the Americas.

Strategy

Responsible for authoring and delivering originated revenue, influenced revenue and pipeline creation to meet/exceed Americas Emerging Industries goals through the development of detailed business plans and in coordination with Americas alliance managers.

Contributes to the development and evangelism of the Partners & Alliances strategy as it supports Anaplan's overall growth goals. Strives to help build a best-in-class partner program within SaaS.

Manages policies/plans to avoid conflict with partners who participate in both a direct and indirect channel. Communicates clear rules of engagement to the internal teams and partners. In strategy development, helps illuminate where conflict may occur and proposes recommendations to resolve.

Work with Anaplan field sales to identify potential new partnership opportunities to augment our global partner organization.

Execution & Alignment with Sales NNACV and Pipeline Goals

Success is tied directly to the Industry Sales Vice President sales goals and the % of NNACV sourced, influenced and pipelined by Anaplan partners.

Builds a comprehensive network/relationship map electronically of Anaplan partner leaders in the Emerging Industries segment and with CSPs/ISVs, continuously adding new relationships and curating existing relationships to influence greater Anaplan sales.

Creates awareness of partners capabilities with Anaplan's sales teams by developing programs, in conjunction with the Partner Business Manager, on how to increase awareness and fair representation of all partners in the ecosystem. Helps to identify and drive solution offerings that provide value to Anaplan in key vertical and horizontal solution areas.

Responsible for the day-to-day, field level relationship management of channel partners at the Emerging Industries sales pod level. Within each sales "pod", and other field team members, regularly evaluates the partner talent ecosystem and provide regular insights to the GPAO leadership on areas where existing partners are succeeding and where they may not have sufficient sales, pre-sales, model-builder and solution architect talent to support the needs of the pod in both a direct and indirect model.

Facilitate and extend relationships for the Emerging Industries Sales Vice President and other members of Amer leadership with thought leaders and change agents at impactful partners.

Manages and monitors compliance/hygiene of all sales processes ensuring accurate data (e.g., pipeline, origination, co-sell, resell, cloud) are properly tagged with minimal attribution conflict.

Your Qualifications:

To be successful in the role, you must possess the following skills

  • You have experience in Cloud and SaaS software sales, consulting, customer support and/or partner management
  • You are a strategic thinker, but execution oriented. This role is a catalyst for driving change in our overall go-to-market strategy with Partners
  • You possess industry knowledge and have the gravitas to interface with both global system integrator partners and C-suite leaders at boutique partner organizations
  • You can prioritize an intense workload, while identifying the opportunities that will drive the biggest ROI
  • You have a track record in business transformation and are able to articulate results you have driven
  • You are metrics driven and able to measure, manage and adjust to achieve your goals.
  • Evidence of your ability to multi-task across objectives, services lines, sales reps, leadership, partners, marketing, and product functions
  • Evidence of how you have established trusted, deep relationships with key stake holders on all sides of the partnership landscape
  • Demonstrable experience of 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
  • 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 audience and present the business value aspects of the proposition
  • 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

Our Commitment to Diversity and Inclusion



Build your job in a place that thrives on diversity, inclusion, and belonging. We believe in maintaining a hiring and working experience in which all people are respected and valued, regardless of gender identity or expression, sexual orientation, religion, ethnicity, age, neurodiversity, disability status, citizenship, or any other aspect which makes people unique. We hire you for who you are, and we want you to bring your true self to work every day

We will ensure that individuals with disabilities are provided reasonable accommodation to participate in the job application or interview process, perform essential job functions, and receive equitable benefits and all privileges of employment. Please contact us to request accommodation.

Fraud Recruitment Disclaimer:

It has come to our attention that fraudulent and fictitious job opportunities are being circulated on the Internet. Prospective candidates are being contacted by certain individuals, mainly through telephone calls, emails and correspondences, claiming they are representatives of Anaplan. The main purpose of these correspondences and announcement is to obtain privileged information from individuals.

Anaplandoes not:

  1. Extend offers to candidates without an extensive interview process with a member of our recruitment team and a hiring manager via video orin person.
  2. Send job offers via email. All offers arefirstextended verballybya member of our internal recruitment teamwhenever possible,and then followed up via written communication.

All emails from Anaplan would come from an @anaplan.comemail address. Should you have any doubts about the authenticity of an email, letter or telephone communication purportedly from, for, or on behalf of Anaplan, please send an .combefore taking any further action in relation to the correspondence.