Partner Sales Director, Public Sector

Anaplan•Chicago, IL

5h•$160,000 - $230,000•Remote

About The Position

Anaplan is seeking a Partner Sales Director to lead the Public Sector segment in the Americas. This role is a significant opportunity within a prominent SaaS cloud company, focused on solving complex challenges. The position involves driving Anaplan's Public Sector partner sales strategy in collaboration with various internal teams, including North America Alliance Directors, Partner & Alliance Teams, Anaplan Sales, Customer Success, and Marketing. The role requires a deep understanding of the Anaplan partner ecosystem serving the public sector, including system integrators, advisory firms, value-added resellers, distributors, cloud service providers, ISVs, and consultancies. Familiarity with Enterprise Performance Management (EPM) in a government context, such as budget formulation, grants, workforce planning, and cost transparency, as well as knowledge of Anaplan's public sector market, procurement dynamics, and go-to-market approach, is highly preferred. The role reports to the Senior Director, Partner Sales for the Americas, with dual accountability to the Public Sector Area Vice Presidents of Sales for the Americas.

Requirements

Experience in Cloud and SaaS software sales, consulting, customer support, and/or partner management.
You are a strategic problem solver but execution oriented.
You possess public sector industry knowledge and the gravitas to collaborate with both global and federal-focused system integrator partners and C-suite leaders at boutique partner organizations.
You can prioritize an intense workload while identifying the opportunities that will drive the biggest return on investment.
You have a track record in sales and go-to-market execution and can articulate the results you have driven.
You are metrics-driven and able to measure, manage, and adjust to achieve your goals.
You can multitask across objectives, service lines, sales reps, leadership, partners, marketing, and product functions.
Demonstrable experience in Business Development, including alliance establishment, alliance management, and marketing.
Experience identifying market opportunities with a track record of instigating go-to-market plans and subsequent sales follow-through.
Commercially astute, with the ability to promote the Anaplan proposition conceptually by illustrating business benefits and mission outcomes.
Ability to communicate with both technical and non-technical audiences and present the business value of the proposition.
A good communicator and presenter with strong negotiation skills and sound interpersonal skills, with the ability to influence all levels of an organization.

Nice To Haves

Experience selling to or through partners in the public sector (Federal, SLED, and/or Education), including familiarity with contract vehicles, resellers, and public procurement processes.
Understanding the complexities and functional value drivers of Enterprise Performance Management (EPM) in a government context, such as budget formulation and execution, grants and program funding, workforce planning, and cost transparency, along with knowledge of Anaplan's public sector addressable market, procurement dynamics, and go-to-market approach.
Working knowledge of public sector compliance and security considerations (e.g., FedRAMP, StateRAMP, data residency) and how they shape partner and solution strategy.
Evidence of establishing trusted, deep relationships with key stakeholders on all sides of the partnership landscape.

Responsibilities

Authoring and delivering originated/sourced revenue, co-sold revenue, and pipeline creation to meet or exceed Americas Public Sector sales goals through the development of a detailed Public Sector partner strategy and business plan, in coordination with Americas alliance managers.
Contributing to the development and evangelism of the Americas Partners & Alliances strategy as it supports Anaplan's overall growth goals, striving to build a best-in-class partner program within SaaS.
Managing policies and plans to avoid conflict with partners who participate in direct and indirect channels, including partners selling through government contract vehicles.
Communicating clear rules of engagement and driving pipeline governance with internal teams and partners.
Illuminating new public sector market opportunities, ensuring a high-impact solution play portfolio aligned to agency and institutional priorities, and ensuring partner collaboration from pre-sale through post-sale cycles, including compliance, security, and procurement readiness.
Working with Anaplan field sales to identify potential new partnership opportunities within Public Sector to augment our global partner organization, including partners with established agency relationships, cleared resources, or access to key contract vehicles.
Building a comprehensive, electronic network/relationship map of Anaplan partner leaders in the Public Sector segment, including integrators, resellers, CSPs, and ISVs, continuously adding new relationships and curating existing ones to influence greater Anaplan sales development.
Creating awareness of partners' capabilities with Anaplan's sales teams by developing marketing, enablement, and go-to-market programs in conjunction with Partner Alliance Directors, increasing awareness and fair representation of partners serving Federal, SLED, and Education.
Identifying and driving solution offerings that provide value to Anaplan in key public sector vertical and horizontal solution areas.
Responsible for the day-to-day, field-level relationship and pipeline management of channel partners at the Public Sector sales pod level.
Evaluating the partner talent ecosystem and providing insights to global partner leadership on where existing partners are succeeding and where they lack sufficient sales, pre-sales, model-builder, solution architect, or cleared-resource talent to support the needs of the pod in both direct and indirect models.
Facilitating and extending relationships for the Public Sector Area Vice Presidents and other Americas leadership with thought leaders and change agents at impactful partners.
Managing and monitoring compliance and hygiene of all sales processes, ensuring accurate data (e.g., pipeline, origination, co-sell, resell, cloud, contract vehicle) is correctly tagged with minimal attribution conflict.
Tracking public sector buying cycles, including fiscal year-end timing, budget and appropriations cycles, and procurement milestones, to time partner engagement and forecast pipeline accurately.

Benefits

Optimizing business decision-making through our leading AI-infused scenario planning and analysis platform
Collective commitment to our customers’ success and to our Winning Culture
Inspired, connected, developed and rewarded
Diversity of thought and ideas
Behave like leaders regardless of title
Committed to achieving ambitious goals
Love celebrating our wins – big and small
Strategy-led, values-based and disciplined in execution
Everything that makes you unique is welcome
Build what’s next - together!
DEIB improves our workforce, enhances trust with our partners and customers, and drives business success.
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!
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.