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Alliance Director – Sales & Marketing

Miami, United States

At Anaplan, we are a team of innovators who are focused on optimizing business decision-making through our leading 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 that 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 have fun celebrating our wins.

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 be your best self!

****This position can sit anywhere in the United States****

Anaplan is looking for an Alliances Director – Sales & Marketing RSIs. This role will be responsible for driving the success of our Sales & Marketing RSI (regional system integrator) partnerships and alliances in North America; collaborating with all internal and external partners to deliver sourced and co-sold partner revenue through the development of differentiated go-to-market motions, plays while ensuring partner delivery readiness and capability development. This opportunity aims to drive strategic growth and partner collaboration across one of Anaplan’s largest functional domains (sales & marketing) and implement programs to support the growth, drive GTM execution, and elevate customer value in the sector. 

Your Impact:

  • Drive the development of the multi-year partner business plan for Sales & Marketing, including partner-specific goals, strategic solution offerings and apps, investments, talent & ecosystem development, marketing programs, and target accounts.
  • Work with GTM and product leadership to drive engagement and creation of Originated and Co-Sold Pipeline with sales & marketing RSIs
  • Selectively recruit, onboard and develop new Sales & Marketing RSI partners
  • Expand both ACV and Services Revenue at target accounts through focused attention, planning, and investment
  • Drive market activation of current and future Sales & marketing applications and plays with selected partners across offerings within target industry sectors and markets
  • Provide oversight of the alliance, including review and approval of regional go-to-market strategy, stakeholder management, and business plan reviews
  • Own all communication and activation across Anaplan and with the assigned partners to effectively enable the teams on the strategic sales & marketing GTM plays, marketing campaigns, case studies, and offerings
  • Lead overall stakeholder governance, relationship mapping, and collaboration across the Partner, Alliance team(s), Anaplan leadership, partner success, partner marketing, and customer success teams.
  • Continuously monitor and report on progress on business plan goals, risks, achievements, and other partner success KPIs.
  • Monitor and assess partner & territory performance by leveraging data and reporting tools weekly to identify performance opportunities and drive corrective action
  • Collaborate with Partner Success to drive appropriate sales and technical training for partnership to ensure capability development
  • Functions as an extended member of the Sales & Marketing GTM & Product team
  • Aligns with Industry Partner Sales Director and associated industry sales leader on all partner-driven opportunities in the sector, providing deal alignment, and guidance from initiation to closure in sales cycles and supporting partners throughout the sales process

Your Qualifications:

  • The successful candidate will have at least 5+ years in Partnerships, Alliances or other sales-related roles and bring a strong knowledge base and a basic understanding of partner, alliance, and channel go-to-market motions. Experience within the Sales & Marketing domain is highly preferred. Previous experience working in either sales, go-to-market functions, alliances, or consulting is critical.
  • Self-motivated, highly organized, detailed in your approach, and collaborative in developing strategic plans, programs, and initiatives.
  • Individuals must quickly establish relative credibility with Partners, principals & sales teams. They must inspire trust and be viewed as a business partner- capable of enabling, coaching, & supporting partners to position Anaplan in customer-facing engagements.
  • Communication is key to success. You will demonstrate your ability to listen, make recommendations, and influence direction when required. You will need to be a strategic problem solver with effective communication & interpersonal skills.
  • The successful candidate will be customer-focused, achievement-driven, and possess an impressive executive demeanor. They will bring a true team orientation and collaborative approach and excellent presentation skills, including strong verbal and writing capabilities.
  • Finally, this individual must have a solid level of business maturity, flexibility, and the instincts to adapt to a high-energy, dynamic environment characterized by high growth expectations and a collaborative culture. This individual must work exceptionally well in cooperative teams but also expect to work independently and with a set of diverse individuals regularly

Our Commitment to Diversity, Equity, Inclusion and Belonging 

Build your career in a place that thrives on diversity, equity, inclusion, and belonging. 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.  

Anaplan does not: 

  • 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 people@anaplan.com before taking any further action in relation to the correspondence.   

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