Enterprise Account Executive - Retail
About The Position
Anaplan is hiring an Enterprise Account Executive focused on selling to the Retail industry. In this role, you will leverage your proven track record of selling sophisticated technology solutions and account management skills with Anaplan's versatile platform. Our sales team helps industry leaders understand the impact of Anaplan products and how our connected planning solution eliminates siloed decision-making. You will assist customers in achieving their immediate business goals while preparing their businesses for the future. This role is crucial for Anaplan's continued growth and for leading digital transformation. You will report directly to the Regional Vice President (RVP) and may manage up to 50 accounts in a defined geographic territory. The territory consists mostly of greenfield accounts with some existing Anaplan customers, requiring you to expand Anaplan's footprint by acquiring new logo accounts and rapidly growing opportunities within the current customer base.
Requirements
- 5+ years of consultative sales experience in Fortune 2000 companies, ideally in SaaS solutions (but not required).
- Proven success selling into Vice President / Senior Vice President buyers.
- History of overachieving sales quota & targets, including multiple high six-figure annual contract value (ACV) deals (services and/or software).
- Demonstrated network in your industry territory, with a mix of some customers and implementation partners.
- Demonstrated experience with sophisticated partner & internal team organizations.
- Domain understanding (Supply Chain, FP&A, Workforce Planning & Sales) and knowledge of how these functions plan, process work, and make decisions.
- Strong, demonstrated opportunity management practices (e.g., sales process, qualification, executive presentation skills, quote presentation, and negotiation), and ability to balance multiple (3-5) opportunities at once.
- Demonstrated experience selling into Consumer (e.g., FMCG, F&B, Apparel, Retailer) accounts.
- Demonstrated understanding of the pressing business challenges faced by consumer-facing enterprises today.
Nice To Haves
- Business, Finance, Economics, related BS/BA degree or relevant years of experience.
- Experience with SFDC, Altify, Marketo, and Engagio.
- Account Planning experience with tools like Altify, MEDDIC, Miller Heiman.
Responsibilities
- Engage with targeted consumer-focused organizations and prospects to identify broken business processes and position Anaplan’s ability to solve these problems.
- Build Anaplan’s business value throughout the selling engagement.
- Navigate sophisticated prospect environments to align the prospect around the Anaplan solution.
- Conduct highly effective presentations for Directors through SVPs and key C-suite level decision-makers, including CFOs, CROs, and senior leaders in supply chain, workforce, and other business functions.
- Develop customers and manage opportunities from start to finish across multiple customer targets and functions.
- Apply Anaplan’s value-based selling methodology and tools to manage sales processes and accurately forecast business.
- Employ outstanding account leadership skills to identify account expansion opportunities through cross-selling and up-selling within targeted accounts.
- Perform strategic sales planning, leading to accurate business forecasting.
- Collaborate with cross-functional members of Sales Development Reps, Marketing, Solution Consultants, and Customer Success teams.
Benefits
- Competitive compensation and commission structure
- Comprehensive benefits package
- Opportunities for professional development and career growth
- Inclusive and diverse work environment
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What This Job Offers
Job Type
Full-time
Career Level
Senior
Education Level
Associate degree
