Enterprise Account Executive - TMT System Integrators

Anaplan

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 seeking a results-driven ENTERPRISE ACCOUNT EXECUTIVE TMT Systems Integrators to join our dynamic sales team. In this role, you will leverage your proven track record of selling sophisticated SaaS solutions to represent an incredibly versatile and powerful platform. We're looking for a competitor with a hunter mindset who loves to win. You will be a catalyst for our continued growth by leading digital transformation and helping industry leaders end siloed decision-making. This role reports directly to the Regional Vice President (RVP) and manages a territory consisting of both greenfield opportunities and existing Anaplan customers. This requires a unique individual who can hunt for and secure new logos while also identifying and growing opportunities within our current customer base. You will embody our core values (Innovative, Accountable, Collaborative, Transparent, Resilient, Empathetic, Authentic, Learner) as you help customers achieve their immediate goals and prepare their business for the future.

Requirements

Ideally 10-15 years of direct, consultative sales experience, with a consistent track record of overachieving quota in a competitive market.
Extensive experience selling complex SaaS solutions (enterprise resource planning, supply chain management and/or human capital management) into Fortune 2000 companies.
Proven success selling into multiple Lines of Business (LOBs) and navigating complex, multi-threaded buying centers.
A demonstrated history of career stability
Experience selling to large System Integrator organizations
Demonstrated understanding of the pressing business challenges faced by technology, media, and telecommunication organizations today
Mastery of outcome-based sales methodologies such as Challenger selling, TAS, MEDDPICC or Miller Heiman

Nice To Haves

You are a humble, hungry and collaborative team player with a strong hunter mindset bringing grit and competitiveness while thriving in a team environment.
Strong business acumen and a naturally curious, consultative approach to understanding and solving customer challenges.
You embody our I ACT REAL values: you are an Innovative, Accountable, Collaborative, Transparent, Resilient, Empathetic, Authentic Learner.

Responsibilities

Engaging with targeted technology, media, and telecommunications organizations prospects to identify broken business processes and position Anaplan’s unique ability to solve the problem
Build and communicate Anaplan’s business value throughout the selling engagement, navigating complex prospect environments to align stakeholders around the Anaplan solution.
Conduct highly effective, consultative presentations to key C-suite level decision-makers, including CFOs, CROs, and senior leaders across Supply Chain, Finance, and HR.
Develop and own opportunity management from start to finish across multiple customer targets and functions.
Apply Anaplan’s value-based selling methodology to manage a robust sales process and accurately forecast your business.
Employ outstanding account leadership skills to identify expansion opportunities by cross-selling and up-selling within your targeted accounts.
Collaborate effectively with a matrixed team of Sales Development Reps, Marketing professionals, Solution Consultants, and Customer Success partners to ensure customer success.

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