We believe in differentiating our capital.
At Anaplan, we are looking for a MAJOR ACCOUNT EXECUTIVE to join one of the fastest growing cloud vendors and make your mark on the industry. 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.
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. We work hard, but we also don’t wait for an excuse to have fun. In fact, we’re so serious about it that it’s one of our core values.
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 feel comfortable managing 1-4 major accounts in a defined (geographic) territory. Major accounts are defined as the most strategic accounts in a defined industry, depending on your background this could be cross-functional as well as cross-industry. The role offers an opportunity to further develop our footprint by winning new logo accounts as well as expanding opportunities within the current Anaplan customer base. You will be supported by a set of very senior team members in the ‘Village’ to make you successful, e.g. Sales Development Reps, Marketing, Pre-sales Consultants and Customer Success Team to build customer value and drive business and revenue onto the Anaplan platform.
What you’ll be doing:
Engaging with targeted enterprise prospects to identify business processes in need of digital transformation and position Anaplan’s unique ability to solve critical business problems
Building Anaplan’s business value throughout the selling engagement. Navigating complex prospect environments to align the prospect around the Anaplan solution
Developing and owning Integrated Account Planning and Opportunity Planning process
Utilizing Anaplan’s value-based selling methodology and tools such as Salesforce.com to run sales processes and accurately forecast business
Leveraging Anaplan’s internal ecosystem as well as key GSI partnerships to build your Anaplan “franchise” and to drive results
Employing world-class account management skills to identify account expansion opportunities by cross-selling and up-selling opportunities within targeted “major” accounts
Conducting highly effective presentations to C-level executives and key C-suite level decision makers with a strong focus on the Office of the CFO
Performing strategic sales planning, leading to accurate forecasting of the business
More about you:
10+ years’ above quota sales experience and successful selling into fortune 500 large and/or strategic company space
Success selling into the highest levels of these accounts with a C-Suite focus
Deep experience selling SaaS solutions, either directly or in partnership with a Big 4 consulting firm preferred
Software and Business outcome focus selling background with impact on strategy level, e.g. selling cloud SaaS applications to solve for the middle office
Strong senior executive network in your territory with customers and partners
High degree of competency in value based selling strategies with a strong desire to continue to learn and improve your skills
Ability to leverage and organize your colleagues from different disciplines in such a way that it creates the greatest value to the sales cycle
Ability to deeply understand the customer’s business, pain points, key imperatives with a focus on a long-term relationship, increased relevance and investment in Anaplan.
Ability to understand and navigate through complex, large company environments by establishing strong executive relationships
Strong written, verbal, presentation and organizational skills
Passionate about white boarding and journey mapping with prospects and creative selling
Successfully led sales for a new solution category in a high growth market
Experience working within a dynamic, fast paced environment
Industry vertical experience relevant to the territory
Domain understanding (e.g. Supply Chain, FP&A, Workforce Planning and Sales) and knowledge of how these functions plan and process work and make decisions
Do you align with Anaplan’s Values?
Authentic: We are always improving ourselves
Explore all of our Values on Anaplan.com/careers
We’re building a truly unique technology. From our calculation engine and in-memory data store, to apps and predictive analytics; amazing technology is being developed every day.
We’re addressing a $100B/year problem that all global businesses face. Our mission is to break the traditional business planning mold, currently performed through spreadsheets or legacy systems. Anaplan’s Connected Planning platform is enabling customers to improve decision-making by turning response time into real time.
With 900+ customers and 175+ partners globally, Anaplan’s platform is solving some of the most complex challenges in business. CEOs, analysts, and the press agree—Anaplan is changing the way the world does business.
Learn about our history, see our recognitions and achievements, and take a look at what it’s like to work at Anaplan.
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