Director of ISV and Strategic Growth Partners
Anaplan · New York City, United States
- On site
- New York City, United States
About the role
At Anaplan, we are a team of innovators focused on optimizing business decision-making through our leading AI-infused 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 who 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 love celebrating our wins – big and small.
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 let’s build what’s next - together!
About the Role
The ideal candidate will bring a proven track record of building technology partnerships within a SaaS environment, while serving as both a strategic leader and hands-on operator. This individual will work cross-functionally across Product, Sales, Marketing, Customer Success, and Finance to strengthen Anaplan’s position as the leading xP&A platform within the cloud ecosystem.
You will help shape differentiated solutions and market offerings, influence product collaboration and sales activation, and ensure field teams are equipped to drive meaningful customer outcomes. Success in this role will come through building executive-level partnerships, leveraging data-driven insights to optimize investment and ROI, and fostering alignment across internal and external stakeholders to accelerate growth and long-term strategic value.
- Build and scale our technology partnerships across the Data, Cloud, AI, and ISV ecosystems.
- Incubate net-new partner motions, innovative routes to market, and reseller motions.
- Define the landscape and strategy for Technology Partner investment spanning AI companies, Data Cloud companies, Cloud Service Partners (CSPs), and ISV Partners.
- Manage and scale multifaceted relationships across the Technology and ISV ecosystem landscape, with the expectation of delivering significant growth (and product / offering collaboration).
- Define the strategy and roadmap for execution for the joint creation of market-leading assets / solutions facilitated by regional and global Systems Integrator partners (e.g., Deloitte, Accenture, etc.).
- Proactively identify and prioritize business opportunities (new verticals, use cases / outcomes, business users, etc.) in order to activate sales execution within these partner organizations; this includes the enablement of GTM organizations to be properly incentivized and trained to achieve success.
- Closely collaborate with our Product/Technology organization regarding Tech and ISV partner relationships, product releases, sales activation, etc.
- Inform marketing strategy/plan to align with GTM focused sectors and solutions by region. Drive alignment between Anaplan internal marketing teams and GSIs/RSIs and Tech Partners for successful execution.
- Oversee partner enablement at a global level to ensure Partner sellers are properly trained and motivated to sell and deliver Anaplan and combined solutions.
- Work collaboratively with Tech Partners and Field Engagement Managers to define strategic accounts and joint account planning targets, to support proactive business development.
- Manage the Co-Sell programs, registering and fielding co-sell opportunities.
- Build programs, and collaborate with Anaplan Field Engagement Managers, to ensure Tech Partners' field sales organization is enabled to drive new revenue opportunities for Anaplan.
- Integrate the Tech/ISV Partner GTM strategy with the overall Customer Success strategy for driving success of Anaplan product implementation, adoption, and expansion.
- Evaluate and prioritize partnership opportunities by performing quantitative and qualitative due diligence. Accurately forecast the results of business development activity. With a data-driven approach, continually analyze, clarify, contextualize, and validate strategic partner needs. Track, measure, and report on effectiveness against targets.
- Work closely with the leadership team to develop and drive metrics that define success. Be a leader within Anaplan. Work closely across sales, product, finance, customer success and marketing to ensure close alignment in the development and execution of Anaplan’s key strategic relationships.
- Possesses an established network within the Technology/AI/SaaS/ISV/CSP ecosystem.
- Track record within a SaaS organization of revenue growth with Technology/ISV/CSP Partners.
- Experience building key strategic relationships with major technology partners and/or cloud providers and a mastery of working across organizations to make these relationships successful.
- Demonstrated experience incubating net-new partner go-to-market motions and reseller models.
- Working knowledge of marketplace ecosystems.
- 6+ years in channel/partners sales with evidence of increasing responsibility within a software / SaaS sales environment.
- Expertise and experience in creating global technology, ISV, and/or cloud service provider strategy, partner programs, consumption-based financial models, and GTM.
- Track record of building solutions that align implementation partner IP (e.g., Deloitte, Accenture, EY) with Partner IP with a SaaS platform, creating unique product offerings with solid ROI.
- Proven ability to manage a large portfolio of sales activation activities to evaluate results and make trade-offs in investment to maximize ROI.
#LI-REMOTE
Our Commitment to Diversity, Equity, Inclusion and 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.
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.