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About the Role
Anaplan is seeking a Director of ISV and Strategic Growth Partners to drive the success, growth, and strategic evolution of Anaplan’s partnerships within the Technology provider ecosystem. This role focuses on revenue acceleration, co-sell activation, joint solution development, and ecosystem expansion, requiring a strategic leader with a proven track record in SaaS technology partnerships.
Responsibilities
- Build and scale technology partnerships across Data, Cloud, AI, and ISV ecosystems.
- Incubate net-new partner motions, innovative routes to market, and reseller motions.
- Define the investment strategy for Technology Partners including AI, Data Cloud, CSPs, and ISV Partners.
- Manage and scale relationships across the Technology and ISV ecosystem to drive significant growth and collaboration.
- Define the strategy and roadmap for joint creation of market-leading assets and solutions with Systems Integrator partners.
- Identify and prioritize business opportunities to activate sales execution within partner organizations.
- Collaborate with Product/Technology on Tech and ISV partner relationships, product releases, and sales activation.
- Inform marketing strategy and plan to align with GTM focused sectors and solutions by region.
- Oversee global partner enablement to ensure Partner sellers are trained and motivated.
- Define strategic accounts and joint account planning targets with Tech Partners and Field Engagement Managers.
- Manage Co-Sell programs, including registering and fielding co-sell opportunities.
- Build programs to enable Tech Partners' field sales organization to drive new revenue opportunities.
- Integrate the Tech/ISV Partner GTM strategy with the overall Customer Success strategy.
- Evaluate and prioritize partnership opportunities through quantitative and qualitative due diligence.
- Accurately forecast business development activity results.
- Continuously analyze strategic partner needs with a data-driven approach.
- Track, measure, and report on effectiveness against targets.
- Develop and drive metrics that define success with the leadership team.
- Ensure alignment across sales, product, finance, customer success, and marketing for strategic relationships.
Requirements
- Possesses an established network within the Technology/AI/SaaS/ISV/CSP ecosystem.
- Track record within a SaaS organization of revenue growth with Technology/ISV/CSP Partners.
- Experience building key strategic relationships with major technology partners and/or cloud providers.
- Mastery of working across organizations to make partnerships successful.
- Demonstrated experience incubating net-new partner go-to-market motions and reseller models.
- Working knowledge of marketplace ecosystems.
- 6+ years in channel/partners sales with evidence of increasing responsibility within a software / SaaS sales environment.
- Expertise and experience in creating global technology, ISV, and/or cloud service provider strategy, partner programs, consumption-based financial models, and GTM.
- Track record of building solutions that align implementation partner IP with Partner IP with a SaaS platform, creating unique product offerings with solid ROI.
- Proven ability to manage a large portfolio of sales activation activities to evaluate results and make trade-offs in investment to maximize ROI.
Skills
- SaaS
- Technology Partnerships
- ISV Partnerships
- Strategic Growth
- Revenue Acceleration
- Co-sell Activation
- Joint Solution Development
- Ecosystem Expansion
- Sales Activation
- GTM Strategy
- Partner Enablement
- Data Analysis
- Forecasting
Location
- Remote
Work Type
- Full-time
Experience Level
- Director
- 6+ years in channel/partners sales
Salary/Compensations
- $163,000—$220,000 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.
- The company has a Winning Culture that champions diversity of thought and ideas, leadership behavior, ambitious goals, and celebration of wins.
- Anaplan's customers include Fortune 50 companies like Coca-Cola, LinkedIn, Adobe, LVMH, and Bayer, with over 2,400 global companies relying on its platform.
- The company 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 strives for 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.
- Individuals with disabilities will be provided reasonable accommodation to participate in the job application or interview process, perform essential job functions, and receive equitable benefits and privileges of employment.