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About the Role

This role is responsible for executing Anaplan's vision for leading and evolving a world-class partner ecosystem. You will curate relationships with top-tier global system integrators, cloud service providers, ISVs, and boutique consultancies to create solutions and advance the sale and implementation of Anaplan to customers throughout the Americas. You will work closely and collaboratively with the Anaplan Executive Leadership Team and report directly to the SVP, Global Partner & Alliances leader.

Responsibilities

Establishing the AMER Partner & Alliances ecosystem vision in partnership with the Head of AMER Partners & Alliances – Field Execution.
Creating a go-to-market strategy program by country, function, and industry, working closely with strategic implementation, cloud service, and ISV partners and Anaplan’s Sales leadership team.
Owning and executing the vision of building the partner ecosystem in alignment with Anaplan’s company and product strategy.
Considering existing and new partners needed to support the company’s growth objectives.
Contributing to the development and evangelism of the Partners & Alliances strategy to support Anaplan’s overall growth goals.
Building and executing multi-year business plans with Anaplan’s most strategic implementation partners.
Generating and reporting $200M+ in qualified, sales pipeline annually, achieving 50%+ in conversion rate within 3 quarters.
Achieving 40%+ over the overall NNACV target for deal origination targets.
Achieving 85%+ of the overall NNACV target for partner co-sell targets.
Prospecting and attracting new channel partners in collaboration with the Head of AMER Partners & Alliances – Field Execution.
Integrating the Partner ecosystem with the overall Customer Success strategy for driving success of Anaplan product implementation, adoption, and expansion.
Supporting the importance of “profitable revenue” and its contribution to EBITDA.
Developing partner business plans to build confidence in partner support of Anaplan’s NNACV goals.
Managing a team to execute clear, concise multi-year business plans including partner specialization/badges by industry function, partner “plays”, developing potential TAM for solutions, determining focused accounts, marketing plans, development of the Anaplan Solution Architect and Model Builder ecosystem, partner-Anaplan leadership account/relationship maps, and QBRs.
Ensuring Expert Services involvement and adherence to JDB metrics.
Developing remediation plans, where necessary, in collaboration with the Head of AMER Partners & Alliances – Field Execution and the VP of Partner & Alliances Strategy and Programs.
Creating awareness of partners' capabilities with Anaplan’s sales teams by developing programs on how to increase awareness and fair representation of all partners.
Evangelizing the Anaplan Partners & Alliances strategy to excite, inspire, and attract high potential leaders.
Building, growing, and leading internal teams to achieve specific targets related to partner sales, delivery, and practice growth goals.
Influencing partner executives to build and drive partner practice growth and scale.
Engaging with sales, delivery, and field enablement teams to define, build, and execute a partner enablement program.
Collaborating with peers in AMER – Field Execution, EMEA, APAC partner theatre leaders, Cloud/Tech ISV leader, and Strategy & Programs Leader to achieve maximum throughput of the function.

Requirements

10+ Years in channel/partners sales with evidence of increasing responsibility within a software/SaaS sales environment.
Understanding the structure, motivators, and signature issues of strategic consulting and systems integrator firms.
Ability to inspire, attract, and retain resources, and grow careers.
Evidence of software NNACV growth of 35%+ YOY through establishing and curating partner relationships.
Ability to forecast pipeline, originated, co-sold NNACV within a tight range of accuracy.
Business planning experience with System Integrators.
P&L experience.

Skills

Strategy
Go-to-market strategy
Partner ecosystem development
Sales leadership
Business planning
Pipeline generation
Deal origination
Partner co-sell
Customer Success strategy
Team leadership
Partner enablement
Forecasting

Location

Americas

Work Type

Full-time

Experience Level

VP
10+ Years

Salary/Compensations

$271,000—$366,000 USD

About the Company

Anaplan is a team of innovators focused on optimizing business decision-making through its leading AI-infused scenario planning and analysis platform.
Anaplan's customers include Fortune 50 companies like Coca-Cola, LinkedIn, Adobe, LVMH, and Bayer.
Anaplan fosters a Winning Culture that champions diversity of thought and ideas, leadership behavior, commitment to ambitious goals, and celebration of wins.
Anaplan operates with principles of being strategy-led, values-based, and disciplined in execution.

Equal Opportunity

Anaplan believes attracting and retaining the best talent and fostering an inclusive culture strengthens its business.
DEIB improves the workforce, enhances trust with partners and customers, and drives business success.
Anaplan believes in a hiring and working environment where 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.
Anaplan hires individuals for who they are and encourages them to bring their authentic selves to work.
Anaplan 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.