VP, Partner & Alliances, AMER
AnaplanAbout 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 pur
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