Alliances Director - Managed Services Partnerships

Anaplan Inc; Mumbai; On-site; INR 1,800,000 - 2,500,000; Full time

Job summary

Anaplan Inc in Mumbai, India seeks a Partner GTM Lead to spearhead the global partner strategy. This role aims to transform opportunistic relationships with leading managed services firms into strategic, revenue-generating partnerships.

The ideal candidate should have over 12 years of experience in partner management, strong sales capabilities, and a proven history of successfully managing relationships with companies like TCS and Wipro.

Qualifications

• 12+ years in technology with significant experience in sales and/or partner management.
• Experience with Managed Services Heritage firms.
• Outstanding track record in selling SaaS solutions.

Responsibilities

• Grow partner-led revenue globally with Managed Services Heritage firms.
• Transform opportunistic relationships into strategic partnerships.
• Build and foster executive sponsorships with key stakeholders.

Skills

Partner management

Strategic growth

Sales

Communication

Collaboration

Job description

The individual will play a leading role in alignment with the global partner strategy of Anaplan, serving as the Partner GTM lead for Managed Services Heritage firms (e.g., TCS, Wipro, Cognizant, Infosys). This role focuses on the global activation of these SI partnerships, working to incubate, establish, and grow strategic relationships from currently opportunistic ones, ensuring full alignment to set growth objectives.

Responsibilities

• Grow Partner-Led Revenue: The core focus is building and growing partner-led revenue (both sourced and engaged) globally with Managed Services Heritage firms.
• Incubate and Elevate Partnerships: Transform opportunistic relationships into established, growing, and strategic global partnerships.
• Executive Alignment: Build, foster, and facilitate executive sponsorships and relationships to ensure close collaboration and support across key business stakeholders globally.
• Enablement and Joint GTM: Onboard, enable, and build joint sales plays and offerings with strategic SI partners. Define clear strategic partner alignment to support sales, increase wallet-share in accounts by origination, and secure new customers.
• Market Connection: Connect and establish local sales relationships across various global markets to drive demand generation and joint business opportunities.
• Solution Development: Develop deep knowledge of Anaplan offerings and services to expand the partners' portfolio, creating differentiated joint solutions that broaden and deepen market coverage to build incremental revenue growth.
• Performance Monitoring: Continuously review and develop global partnership engagements and services metrics, monitor performance, and implement appropriate plans to attain continued results.
• Lead by example, advocate, and set appropriate expectations to foster strong global collaboration between Anaplan teams and go-to-market partners.
• Provide effective leadership and management to ensure partners are highly engaged and delivering to set KPIs.
• Ensure active communication of vision, priorities, and progress to the business to foster engagement, awareness, and motivation.
• Ensure the provision of ongoing investment and development of partner resources; build up skilled and qualified customer success capabilities.
• Contribute to continuous process improvement and sharing of best practices across global markets.
• Awareness and understanding of the global regulatory framework in which the partners operate, ensuring adherence to Anaplan's policies, procedures, requirements, and compliance relevant to the role.

Ideal Candidate

• Specific SI Experience: Deep knowledge of and prior experience working directly with Managed Services Heritage firms (e.g., TCS, Wipro, Cognizant, Infosys).
• Global Navigation: Demonstrated ability to successfully navigate, execute, and build relationships in a cross-market global capacity.
• Strategic Growth: Proven experience in building, growing, and executing strategic SI relationships and transforming opportunistic connections into strategic partnerships.
• Reputation as a thought leader and solid communicator of business value.
• Strong connector, collaborative, and team-oriented.

Qualifications and Experience

• Total of 12+ years in technology with significant relevant experience in sales and/or partner management.
• Deep knowledge of the global System Integrators landscape, particularly Managed Services Heritage firms, including markets, solutions, and GTMs.
• Outstanding track record of success in selling SaaS solutions.
• Solid reputation as a thought leader and communicator of business value.
• Proven track record of incubating, establishing, and growing strategic partner-led revenue (sourced and engaged) globally.
• Open to global travel as required.

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.

Fraud Recruitment Disclaimer

It has come to our attention that fraudulent and fictitious job opportunities are being circulated on the Internet. Prospective candidates are being contacted by certain individuals, mainly through telephone calls, emails and correspondence, claiming they are representatives of Anaplan. The main purpose of these correspondences and announcements is to obtain privileged information from individuals.

• Extend offers to candidates without an extensive interview process with a member of our recruitment team and a hiring manager via video or in person.
• Send job offers via email. All offers are first extended verbally by a member of our internal recruitment team whenever possible and then followed up via written communication.

All emails from Anaplan would come from an @anaplan.com email address. Should you have any doubts about the authenticity of an email, letter or telephone communication purportedly from, for, or on behalf of Anaplan, please send an email to [e-mail] before taking any further action in relation to the correspondence.