Alliances Field Engagement Director (F&BS)

Here at Anaplan, we have reinvented how companies see, plan, and run their businesses. Our platform allows our customers to uncover new insights, connect their strategy to their plans, and work in ways they had not previously thought possible. We’re growing fast, constantly innovating, and couldn’t be prouder to help our customers move forward with confidence in a sophisticated and changing world.

We are looking for forward-thinking people who put customer experience at the forefront of every decision. Individuals who thrive on challenges and are ready to grasp the opportunity of a lifetime. Because we fundamentally believe every colleague brings outstanding value to our whole. We are a workplace where each person feels seen, heard, and valued, and can contribute their unique talent to our collective effort. We believe that for ourselves and for our customers.

Anaplan is looking for a Partner Field Engagement Director to support the Financial & Business Services segment in North America. 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.

This role is responsible for driving Anaplan’s partner strategy in conjunction with Anaplan Sales, Customer Success, Marketing, and other team members. This will involve a deep understanding of the Anaplan partner ecosystem including global system integrators, cloud service providers, technology ISVs and boutique consultancies at the field level (by region, industry, and function).

Understanding the complexities and functional value drivers of Enterprise Performance Management, along with the knowledge of Anaplan’s addressable market, client needs, and go-to-market approach is required.

The role is a direct report into the Global Partnership Organization North America leader, with dual accountability to the Vice President of Sales.

Strategy

Responsible for establishing the Financial & Business Services alliance vision in partnership with the Vice President of Sales, Customer Success leadership, and other members of the Anaplan GTM village.

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.

Manages policies/plans to avoid conflict with partners who participate in both a direct and indirect channel. Communicates clear rules of engagement to the internal teams and partners. In strategy development, helps illuminate where conflict may occur and proposes recommendations to resolve.

Work with Anaplan field sales to identify potential new partnership opportunities to augment our global partner organization.

Execution & Alignment with Sales NNACV and Pipeline Goals

Success is tied directly to the Industry Sales Vice President sales goals and the % of NNACV influenced by Anaplan partners.

Coordinates with the Anaplan regional sales teams, alliance leadership, field marketing, product marketing, product development and strategy teams to drive NNACV and value for Anaplan clients.

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. Help identify and drive solution offerings that provide value to Anaplan in key vertical and horizontal solution areas.

Responsible for the day-to-day, field level relationship management of channel partners at the Financial & Business Services sales pod level. Within each sales “pod”, and other field team members, regularly evaluate the partner talent ecosystem and provide regular insights to the GPO North America leader on areas where existing partners are succeeding and where they may not have sufficient sales, pre-sales, model-builder and solution architect talent to support the needs of the pod in both a direct and indirect model.

Facilitate and extend relationships for the Vice President of Sales and other members of Amer leadership with thought leaders and change agents at impactful partners.

Manages and monitors compliance/hygiene of all sales processes ensuring accurate data (e.g., pipeline, origination, co-sell, resell, cloud) are properly tagged with minimal attribution conflict.

Your Qualifications:

To be successful in the role, you must possess the following skills

• You have experience in Cloud and SaaS software sales, consulting, customer support and/or partner management.
• You are a strategic problem solver, but execution oriented. This role is a catalyst for leading change in our overall go-to-market strategy with Partners.
• You have the ability to priorit