Alliances Director - Managed Services Partnerships

Sales & Businessposted 2mo ago

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!

The individual will play a leading role in alignment with the global partner strategy of Anaplan, serving as the Partner GTM lead for Managed Services Heritage firms (e.g., TCS, Wipro, Cognizant, Infosys). This role focuses on the global activation of these SI partnerships, working to incubate, establish, and grow strategic relationships from currently opportunistic ones, ensuring full alignment to set growth objectives.

Responsibilities

Grow Partner-Led Revenue: The core focus is building and growing partner-led revenue (both sourced and engaged) globally with Managed Services Heritage firms.
Incubate and Elevate Partnerships: Transform opportunistic relationships into established, growing, and strategic global partnerships.
Executive Alignment: Build, foster, and facilitate executive sponsorships and relationships to ensure close collaboration and support across key business stakeholders globally.
Enablement and Joint GTM: Onboard, enable, and build joint sales plays and offerings with strategic SI partners. Define clear strategic partner alignment to support sales, increase wallet-share in accounts by origination, and secure new customers.
Market Connection: Connect and establish local sales relationships across various global markets to drive demand generation and joint business opportunities.
Solution Development: Develop deep knowledge of Anaplan offerings and services to expand the partners' portfolio, creating differentiated joint solutions that broaden and deepen market coverage to build incremental revenue growth.
Performance Monitoring: Continuously review and develop global partnership engagements and services metrics, monitor performance, and implement appropriate plans to attain continued results.

Aptitude

Lead by example, advocate, and set appropriate expectations to foster strong global collaboration between Anaplan teams and go-to-market partners.
Provide effective leadership and management to ensure partners are highly engaged and delivering to set KPIs.
Ensure active communication of vision, priorities, and progress to the business to foster engagement, awareness, and motivation.
Ensure the provision of ongoing investment and development of partner resources; build up skilled and qualified customer success capabilities.
Contribute to continuous process improvement and sharing of best practices across global markets.
Awareness and understanding of the global regulatory framework in which the partners operate, ensuring adherence to Anaplan's policies, procedures, requirements, and compliance relevant to the role.

Ideal Candidate

Specific SI Experience: Deep knowledge of and prior experience working directly with Managed Services Heritage firms (e.g., TCS, Wipro, Cognizant, Infosys).
Global Navigation: Demonstrated ability to successfully navigate, execute, and build relationships in a cross-market global capacity.
Strategic Growth: Proven experience in building, growing, and executing strategic SI relationships and transforming opportunistic connections into strategic partnerships.
SaaS solutions experience.
Reputation as a thought leader and solid communicator of business value.
Strong connector, collaborative, and team-oriented.

Qualifications and Experience

Total of 12+ years in technology with significant relevant experience in sales and/or partner management.
Deep knowledge of the global System Integrators landscape, particularly Managed Services Heritage firms, including markets, solutions, and GTMs.
Outstanding track record of success in selling SaaS solutions.
Solid reputation as a thought leader and communicator of business value.
Proven track record of incubating, establishing, and growing strategic partner-led revenue (sourced and engaged) globally.
Open to global travel as required.

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.

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