VP, Partner & Alliances, AMER

Anaplan; New York (NY); On-site; USD 271,000 - 366,000; Full time

Job summary

Anaplan is seeking a VP, Partners & Alliances, AMER to lead the development of a world-class partner ecosystem. In this role, you will manage strategic relationships and collaborate closely with the Executive Leadership Team. Your success will be measured by pipeline growth and partnership success.

We require 10+ years in channel sales and the ability to inspire teams and manage relationships with key partners. Join Anaplan to participate in transformative decision-making while embracing diversity and innovation.

Qualifications

• 10+ years in channel/partner sales with increasing responsibility in software/SaaS.
• Ability to inspire, attract, and retain resources.
• Experience with NNACV growth of 35%+ year over year through partner relationships.

Responsibilities

• Curate relationships with top-tier global system integrators.
• Develop multi-year business plans for partner growth.
• Evangelize the Anaplan Partners & Alliances strategy.

Skills

Channel/partner sales experience

Understanding of strategic consulting

Leadership and team management

Business planning with Systems Integrators

Forecasting pipeline accuracy

Job description

Overview

At Anaplan, we are a team of innovators focused on optimizing business decision-making through our AI-infused scenario planning and analysis platform so our customers can outpace their competition and the market. Our customers rank among the Fortune 50. Coca-Cola, LinkedIn, Adobe, LVMH and Bayer are just a few of the 2,400+ global companies who rely on our platform. Our Winning Culture champions diversity of thought and ideas, and we are committed to achieving ambitious goals while celebrating wins – big and small. We support a strategy-led, values-based, and disciplined approach to execution, and we welcome what makes you unique. Join us to build what’s next – together.

Anaplan is looking for a tenacious VP, Partners & Alliances, AMER for the Americas. This is a stellar opportunity to engage in a highly visible, large-scale SaaS cloud company. If you’re ready to conquer complex problems that no one else is solving, keep reading.

Insight on your impact

This role is responsible for executing our vision for leading and evolving a world-class partner ecosystem. You will curate relationships with top-tier global system integrators, cloud service providers, ISVs and boutique consultancies to create solutions and advance the sale and implementation of Anaplan to customers throughout the Americas. You will work closely with the Anaplan Executive Leadership Team and report directly to the SVP, Global Partner & Alliances leader.

Job Requirements, your influence

To be successful in the role, you must possess the following skills

Strategy

• Responsible for establishing the AMER Partner & Alliances ecosystem vision in partnership with the Head of AMER Partners & Alliances – Field Execution, creating a go-to-market strategy program by country, function and industry working closely with our most strategic implementation, cloud service and ISV partners and Anaplan’s Sales leadership team.
• Own and execute the vision of building the partner ecosystem in alignment with the strategic vision of Anaplan’s company and product. Consider existing and new partners needed to support the company’s growth objectives.
• Contributes to the development and evangelism of the Partners & Alliances strategy as it supports Anaplan’s overall growth goals. Strives to help build a best-in-class partner program within SaaS.
• Build and execute multi-year business plans with Anaplan’s most strategic implementation partners to achieve partner growth and success.
• Pipeline: generating and reporting $200M+ in qualified, sales pipeline annually, achieving 50%+ in conversion rate within 3 quarters.
• Deal origination targets: 40%+ over the overall NNACV target; and
• Partner co-sell targets: 85%+ of the overall NNACV target.
• Works closely with the Head of AMER Partners & Alliances – Field Execution to prospect and attract new channel partners.
• Integrates the Partner ecosystem with the overall Customer Success strategy for driving success of Anaplan product implementation, adoption, and expansion.
• Understands and supports the importance of “profitable revenue” and its contribution to EBITDA.

Execution & Alignment with Sales NNACV Goals

• Success is tied directly to planned partner sales pipeline development against company goals, coupled with the NNACV goals for AMER. Through the development of partner business plans, build confidence in partner support of Anaplan’s NNACV goals.
• Manage a team that can execute clear, concise multi-year business plans that include elements such as: partner specialization by industry function, partner “plays” (go-to-market solutions), potential TAM for the solutions, focused accounts, marketing plans with ROI, and the development of the Anaplan Solution Architect and Model Builder ecosystem.
• Partner-Anaplan leadership account/relationship maps; QBRs to measure results and determine partner designation validity; ensure Expert Services involvement and JD metrics are followed.
• Collaborate with senior leaders to develop remediation plans where necessary and raise partner awareness across sales teams.

Team Leadership

• Evangelizes the Anaplan Partners & Alliances strategy and attracts high-potential leaders.
• Build, grow, and lead internal teams to achieve targets related to partner sales, delivery, and practice growth.
• Influence partner executives to drive practice growth and scale.
• Collaborate with sales, delivery, and enablement teams to define, build, and execute a partner enablement program that prepares partners to source, sell, deliver, and expand Anaplan’s platform globally.
• Work with AMER – Field Execution, EMEA, APAC partner leaders, Cloud/Tech ISV leader, and Strategy & Programs Leader to maximize function throughput.

Preferred skills and technical familiarity

Adding additional insight and a growth mentality will elevate your contribution to this role.

• 10+ years in channel/partners sales with increasing responsibility in software/SaaS.
• Understanding of strategic consulting and systems integrator firms.
• Ability to inspire, attract, and retain resources; grow careers.
• Experience with NNACV growth of 35%+ year over year through partner relationships.
• Ability to forecast pipeline, originated, co-sold NNACV within a tight accuracy range.
• Business planning experience with Systems Integrators.
• P&L experience.

Base Salary Range: $271,000 USD - $366,000 USD

DEIB and diversity statement

We are committed to diversity, equity, inclusion and belonging. We hire you for who you are and welcome your authentic self at work. We provide reasonable accommodations for applicants with disabilities during the recruitment process and employment where needed.

Fraud Recruitment Disclaimer

Fraudulent job opportunities are circulating. Anaplan will not extend offers without an extensive interview process, nor send offers via email. All official offers are communicated by our internal recruitment team. If in doubt, contact [e-mail].