VP, Partner & Alliances, AMER

Anaplan is looking for a tenacious VP, Partners & Alliances, AMER for the Americas. This is a stellar opportunity to get involved 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 continuing to evolve 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 and collaboratively with the Anaplan Executive Leadership Team and will 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
• 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 the following elements:
• Partner specialization/badges by industry function
• Partner “plays” – what specific go-to-market solutions will the partner specialize in
• Developing the potential TAM for the solutions
• Determining focused accounts that both partner and Anaplan will concentrate efforts to achieve NNACV – Anaplan/Services Revenue – Partner Goals
• Marketing plans in conjunction with the solutions/focused accounts that we are jointly pursuing and measuring, Marketing ROI
• Development of the Anaplan Solution Architect and Model Builder ecosystem
• Partner-Anaplan leadership account/relationship maps
• QBRs that measure actual results and whether partner designation is warranted for level of partner; diagnostic on what is working in the relationship and what may need reformulation
• Ensure that Expert Services involvement and that JDB metrics are followed
• Closely collaborate with the Head of AMER Partners & Alliances – Field Execution and the VP of Partner & Alliances Strategy and Programs to develop remediation plans, where necessary.
• Creates awareness of partners capabilities with Anaplan’s sales teams by developing programs, in conjunction with the Partner Business Manager, on how to increase awareness and fair representation of all partners in the ecosystem.

Team Leadership

• Evangelizes the Anaplan Partners & Alliances strategy, exciting, inspiring and attracting high potential leaders to work with us.
• Build, grow, and lead internal teams to achieve specific targets related to partner sales, delivery, and practice growth goals.
• Influence partner executives to build and drive partner practice growth and scale.
• Engage with the various sales, delivery, and field enablement teams to define, build, and execute a partner enablement program that fully prepares partners to source, sell, deliver, and expand Anaplan’s platform across our global customer base.
• Work collaboratively with peers: AMER – Field Execution, EMEA, APAC partner theatre leaders, Cloud/Tech ISV leader and Strategy & Programs Leader to achieve maximum throughput of the function

 
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 evidence of increasing responsibility within a software/SaaS sales environment.
• Understands the structure, motivators, and signature issues of strategic consulting and systems integrator firms.
• Ability to inspire, attract and retain resources, grow careers
• Evidence of software NNACV growth of 35%+ YOY through establishing and curating partner relationships.
• Ability to forecast pipeline, originated, co-sold NNACV within a tight range of accuracy.
• Business planning experience with System Integrators
• P&L experience.

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