Major Account Executive

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

Job summary

Anaplan is seeking a Major Account Executive II based in Melbourne to drive new business with Global 2000 enterprises and expand within existing customers. You will leverage a proven track record in large enterprise SaaS sales and lead significant deals while navigating complex organizational structures.

You will join a high-performing sales team that partners with global brands and champions a winning culture, delivering value through a versatile platform and strategic account management.

Qualifications

• 10+ years of software sales experience in enterprise accounts.
• Experience closing $1M+ ACV deals.
• Proven ability to apply MEDDPICC to complex enterprise deals.

Responsibilities

• Target and engage large enterprise prospects and identify business problems.
• Articulate business value and align with Anaplan solution in complex environments.
• Build and maintain a pipeline of high-quality opportunities.
• Forecast accurately using value-based selling and Salesforce.
• Develop strong relationships with customers, partners and internal teams.

Skills

Enterprise sales

SaaS sales

MEDDPICC

Consultative selling

Relationship building

ANZ market

Sales forecasting

Salesforce.com

Tools

Salesforce

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.

In this role, you will be a key contributor to Anaplan’s revenue growth while driving change as a market disruptor. Reporting directly to the RVP (Regional Vice President), you will work with our Sales Development Reps, Pre-sales Consultants and Customer Success Team to build customer value and drive new business onto the Anaplan platform. 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.

C andidate data processed during our recruitment activities is handled in accordance with our Candidate Privacy Notice. This may include the use of artificial intelligence or automatic tools to assist our team in evaluating qualifications.