Senior Director of Technology Partnerships

Anaplan•San Francisco, CA

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! About the Role Anaplan is looking for a Senior Director of Technology Partnerships. This role will be responsible for driving the success, growth, and strategic evolution of Anaplan’s partnership across the Technology provider ecosystem – including AI, Data Cloud Provider, ISV and Cloud Service Providers (CSPs) - with a strong emphasis on revenue acceleration, co-sell activation, joint solution development, and ecosystem expansion. The ideal candidate will bring a proven track record of building technology partnerships within a SaaS environment, while serving as both a strategic leader and hands-on operator. This individual will work cross-functionally across Product, Sales, Marketing, Customer Success, and Finance to strengthen Anaplan’s position as the leading xP&A platform within the cloud ecosystem.

Requirements

Possesses an established network within the Technology/AI/SaaS/CSP ecosystem
Track record within a SaaS organization of revenue growth with Technology/ISV/CSP Partners
Experience building key strategic relationships with major technology partners and/or cloud providers and a mastery of working across organizations to make these relationships successful
Working knowledge of marketplace ecosystems
6+ years in the channel/partners sales with evidence of increasing responsibility within a software / SaaS sales environment.
Expertise and experience in creating global technology and/or cloud service provider strategy, partner programs, consumption based financial models and GTM.
Track record of building solutions that align implementation partner IP (e.g., Deloitte, Accenture, EY) with Partner IP with SaaS platform creating unique product offerings with solid ROI.
Proven ability to manage a large portfolio of sales activation activities to evaluate results and make trade-offs in investment to maximize ROI.
Strong technical acumen and well versed in emerging technical trends.
Willingness to build a detailed understanding of the Anaplan platform
Outstanding leadership and people management skills with the ability to successfully motivate and challenge a team of talented and creative people at all levels of the organization.
Genuine, empathetic, humble, and values-driven team player and cross-functional collaborator.
Intellectually curious, a strategic thinker.
Passionate about recruiting, motivating, and retaining high performing teams.
Player/Coach - ability to be both a leader and hands on “doer”.
Analytical and data-driven with a modern view on cloud partnerships, technologies, and philosophies.
Decisive and action-oriented; ability to make, communicate, and take accountability for timely decisions.
Exceptional listener and communicator who effectively conveys information verbally and in writing.
Hands-on, somebody comfortable operating within a fast-growing public company.
High integrity, principles, and ethics.

Responsibilities

Define the landscape and strategy for Technology Partner investment spanning, AI companies, Data Cloud companies, Cloud Service Partners (CSPs), and Apps/ISV Partners.
Manage and grow multifaceted relationships across the Technology ecosystem landscape, with the expectation of delivering significant growth (and product / offering collaboration)
Define the strategy and roadmap for execution for the joint creation of market leading assets / solutions facilitated by regional and global Systems Integrator partners (e.g., Deloitte, Accenture, etc.)
Proactively identify prioritize business opportunities (new verticals, use cases / outcomes, business users, etc.) in order to activate sales execution within these partner organizations; this includes the enablement of GTM organizations to be properly incentivized and trained to achieve success.
Closely collaborate with our Product/Technology organization regarding Tech partner relationship, product releases, sales activation, etc.
Inform marketing strategy/plan to align with GTM focused sectors and solutions by region.
Drive alignment between Anaplan internal marketing teams and GSIs/RSIs and Tech Partnersfor successful execution.
Oversee partner enablement at global level to ensure Partner sellers are properly trained and motivated to sell and deliver Anaplan and combined solutions.
Work collaboratively with Tech Partners and Field Engagement Managers to define strategic accounts and joint account planning targets, to support proactive business development
Manage the Co-Sell programs, registering and fielding co-sell opportunities.
Build programs, and collaborate with Anaplan Field Engagement Managers, to ensure Tech Partners field sales organization is enabled to drive new revenue opportunities for Anaplan.
Integrate the Tech Partner GTM strategy with the overall Customer Success strategy for driving success of Anaplan product implementation, adoption, and expansion.
Evaluate and prioritize partnership opportunities by performing quantitative and qualitative due diligence.
Accurately forecast the results of business development activity.
With a data driven approach, continually analyze, clarify, contextualize, and validate strategic partner needs.
Track, measure, and report on effectiveness against targets.
Work closely with the leadership team to develop and drive metrics that define success.
Be a leader within Anaplan. Work closely across sales, product, finance, customer success and marketing to ensure close alignment in the development and execution of Anaplan’s key strategic relationships