Major Account Executive

Anaplan; Melbourne; On-site; AUD 180,000 - 260,000; Full time

Benefits offered by this job

Competitive compensation

Job summary

Anaplan is seeking a Major Account Executive to drive new business with Global 2000 enterprises from Melbourne. You will hunt and win large enterprise logos and expand opportunities within existing accounts, leveraging Anaplan’s versatile, AI-infused planning platform.

The role requires a track record of closing multi-million USD deals, strong MEDDPICC discipline, and deep ANZ market knowledge. A strong, collaborative sales approach is essential to succeed in this territory.

Qualifications

• 10+ years of successful software sales with large enterprise accounts.
• Experience selling SaaS to enterprise organisations and closing $1M+ ACV deals.
• Proven MEDDPICC-based sales process for complex enterprise deals.
• Strong consultative selling skills and stakeholder navigation.

Responsibilities

• Target and win enterprise prospects, identifying broken processes to position Anaplan.
• Defend and articulate business value throughout the selling cycle.
• Develop and maintain a high-quality pipeline in Salesforce.com.
• Collaborate with customers, partners and internal teams to drive outcomes.

Skills

Enterprise sales

SaaS sales

MEDDPICC

Consultative selling

Relationship building

ANZ market

Education

Bachelor's degree

Tools

Salesforce.com

Job description

At Anaplan, we are a team of innovators focused on optimizing business decision-making through our leading AI-infused scenario planning and analysis platform so our customers can outpace their competition and the market.

What unites Anaplanners across teams and geographies is our collective commitment to our customers’ success and to our Winning Culture.

Our customers rank among the who’s who in the Fortune 50. Coca-Cola, LinkedIn, Adobe, LVMH and Bayer are just a few of the 2,400+ global companies who rely on our best-in-class platform.

Our Winning Culture is the engine that drives our teams of innovators. We champion diversity of thought and ideas, we behave like leaders regardless of title, we are committed to achieving ambitious goals, and we love celebratingour wins – big and small.

Supported by operating principles of being strategy-led, values-based and disciplined in execution, you’ll be inspired, connected, developed and rewarded here. Everything that makes you unique is welcome; join us and let’s build what’s next - together!

At Anaplan, we are looking for a Major Account Executive (Job Title: Enterprise Account Executive II) to join us.

Based in Melbourne, you will take your proven track record of new business sales and Account Management of Global 2000 enterprises and sell an incredibly versatile solution that is helping people and companies around the world every day to make better-informed plans and decisions. We partner with some of the world’s biggest brands, such as Google, SalesForce, Adobe etc. to unlock their full potential for success and to grow our business. Our sales team shares our bold vision with companies around the world and helping them understand the power of Anaplan.

You may have a very selected list of biggest enterprise accounts and this type of territory would require someone to further build our footprint by hunting and winning new Enterprise level logo accounts as well as expanding opportunities within the current Anaplan customer base. You will join a team of individuals who embrace and respect diverse perspectives, aren’t afraid to push boundaries and try new ideas, and are passionate about helping our customers and each other succeed.

What you’ll be doing:

• Engaging by targeting some of the biggest enterprise prospects and identifying parts of their broken business processes and position Anaplan’s unique ability to solve the problem
• Building and defending Anaplan’s business value throughout the selling engagement. Navigating complex prospect environments to align the prospect around the Anaplan solution
• Building and maintaining a pipeline of high-quality opportunities
• Utilising Anaplan’s value-based selling methodology and Salesforce.com to manage sales processes and accurately forecast business
• Developing strong and collaborative relationships with customers, partners and the internal Anaplan team to drive successful outcomes in your territory

More about you:

• 10 plus years of successful Software sales experience with recent experience handling Large Enterprise Level Accounts of over 1 Billion USD in annual revenue & above.
• Experience selling SaaS within Enterprise organisations - closing $1M+ deals in ACV value.
• Proven experience in applying structured sales methodologies such as MEDDPICC to manage complex enterprise deals.
• Consultative selling skills
• Ability to understand and navigate through complex political environments
• Either based in Melbourne or open to relocate to Melbourne
• Very strong experience selling in ANZ Market

Bonus Points:

• Experience selling EPM, ERP or BI software solutions is a "nice to have", but we will certainly consider enterprise software sales experience.

Our Commitment to Diversity, Equity, Inclusionand Belonging (DEIB)

We believe attracting and retaining the best talent and fostering an inclusive culture strengthens our business. DEIB improves our workforce, enhances trust with our partners and customers, and drives business success. Build your career in a place where diversity, equity, inclusion and belonging aren’t just words on paper – this is what drives our innovation, it’s how we connect, and it contributes to what makes us a market leader. We believe 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. We hire you for who you are, and we want you to bring your authentic 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.