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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 and hands-on operator 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 landscape and strategy for Technology Partner investment, including AI companies, Data Cloud companies, Cloud Service Partners (CSPs), and ISV Partners.
Manage and scale multifaceted relationships across the Technology and ISV ecosystem, aiming for significant growth and product/offering collaboration.
Define the strategy and roadmap for joint creation of market-leading assets/solutions with Systems Integrator partners.
Proactively identify and prioritize business opportunities to activate sales execution within partner organizations, including enablement of GTM teams.
Collaborate with Product/Technology organization 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, driving alignment between Anaplan marketing teams and partners.
Oversee global partner enablement to ensure Partner sellers are trained and motivated to sell and deliver Anaplan and combined solutions.
Define strategic accounts and joint account planning targets with Tech Partners and Field Engagement Managers to support proactive business development.
Manage Co-Sell programs, including registering and fielding co-sell opportunities.
Build programs and collaborate with Field Engagement Managers to enable Tech Partners' field sales organizations to drive new revenue opportunities.
Integrate the Tech/ISV Partner GTM strategy with the overall Customer Success strategy for product implementation, adoption, and expansion.
Evaluate and prioritize partnership opportunities through quantitative and qualitative due diligence.
Accurately forecast business development activity results.
Continuously analyze, clarify, contextualize, and validate strategic partner needs using a data-driven approach.
Track, measure, and report on effectiveness against targets.
Develop and drive metrics that define success in collaboration with the leadership team.
Ensure close alignment across sales, product, finance, customer success, and marketing in the development and execution of key 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 technology 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
Marketing
Customer Success
Finance
Product Management
Go-to-Market Strategy
Partner Enablement
Data Analysis
Forecasting
Business Development

Location

Remote

Work Type

Full-time

Experience Level

Director
6+ years in channel/partners sales

Salary/Compensations

$190,000—$257,000 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, with over 2,400 global companies relying on its platform.
Anaplan fosters a Winning Culture that champions diversity of thought, leadership, ambitious goals, and celebration of wins.
The company operates with principles of being strategy-led, values-based, and disciplined in execution, aiming to inspire, connect, develop, and reward employees.

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 is committed to 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 provide reasonable accommodation to individuals with disabilities to participate in the job application or interview process, perform essential job functions, and receive equitable benefits and all privileges of employment.