VP, Partner & Alliances, AMER
Anaplan · New York, United States
- On site
- New York, 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!
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.
#LI-TH1
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.