Enterprise Account Executive - SLED - East

Anaplan Inc.•New York, NY

70d

About The Position

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 hiring an ENTERPRISE ACCOUNT EXECUTIVE - SLED. In this role, you will take your proven track record of selling sophisticated technology solutions and account management and sell an incredibly versatile platform. Our sales team is helping industry leaders understand the impact of Anaplan products and how our connected planning solution is ending siloed decision-making. You will help our customers achieve their immediate business goals while setting their business up for the future. This role will be a catalyst to Anaplan's continued growth while leading digital transformation. Reporting directly to the Regional Vice President (RVP). You may have up to 50 accounts in a defined geographic territory, mostly greenfield accounts with several existing Anaplan customers. This type of territory requires someone to further build our footprint by hunting and locking in new logo accounts as well as rapidly growing opportunities within the current customer base.

Requirements

5+ years consultative sales experience into Fortune 2000 companies, ideally in SaaS solutions (but not required)
Shown success selling into Vice President / Senior Vice President buyers
Track record of overachieving sales quota & targets, including demonstrated history of multiple high six-figure annual contract value (ACV) deals (services and/or software)
Demonstrated experience selling into state, local & education accounts
Demonstrated understanding of the pressing business challenges faced by higher education and government organizations today
Demonstrated network in your industry territory, with a mix of some customers and implementation partnersDemonstrated 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
Business, Finance, Economics, related BS/BA degree or relevant years of experience

Nice To Haves

Experience with SFDC, Altify, Marketo, and Engagio a plus
Account Planning experience Altify, MEDPICC, Miller Heiman

Responsibilities

Engaging with targeted state, local, and higher education enterprise prospects to identify broken business processes and position Anaplan's unique ability to solve the problem
Build Anaplan's business value throughout the selling engagement. Navigating sophisticated prospect environments to align the prospect around the Anaplan solution
Conduct highly effective presentations from Director through SVP and key C-suite level decision makers including CFOs, CROs, and senior leaders in supply chain, workforce, and other business functions
Develop customers and own opportunity management start-to-finish across multiple customer targets and functions
Apply Anaplan's value-based selling methodology and tools to run sales processes and accurately forecast business
Employ outstanding account leadership skills to identify account expansion opportunities by cross-selling and up-selling opportunities within targeted accounts
Perform strategic sales planning, leading to accurate forecasting of the business
Work with cross-functional members of Sales Development Reps, Marketing, Solution Consultants, and the Customer Success teams

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