Technology, Media & Telecommunications (TMT) Go-to-Market (GTM) Leader

Anaplan • San Francisco, CA

84d • $271,000 - $318,000

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! We are looking for a TMT Growth Accounts Leader to join one of the fastest growing cloud vendors and make your mark on the industry. You will take your proven track record of developing and executing industry go-to-market strategies and work with our team to verticalize Anaplan’s TMT solutions across high-growth accounts—emerging technology, media and telecommunications companies with significant potential. In this role you will help people and companies around the world every day to make better informed plans and decisions.

Requirements

• 15+ years of experience in the technology, media and telecommunications sector with proven success in guiding strategy, operations and day-to-day functions within TMT companies.
• 5+ years in an IT or technology function in a TMT company.
• 5+ years at an enterprise software company focused on TMT accounts as a subject matter expert or in a business development, business consulting or solution consulting capacity, or 5+ years at a top-tier consulting firm designing and driving transformational change for TMT clients.
• Experience leveraging or critically thinking about how to integrate AI into work processes, decision making or problem solving, including using AI-powered tools, automating workflows, analyzing AI-driven insights or exploring AI’s potential impact on the TMT sector.
• Exceptional executive presentation and communication skills, both in person and via virtual platforms (including C-level engagements).
• Ability to develop trusted advisor relationships with customers and sales organizations and influence senior leaders, multiple teams and departments on strategy, messaging and customer engagement across high growth enterprises.
• Demonstrated ability to produce thought leadership content and communications for an international audience.
• Resourceful, self-motivated and able to prioritize independently in a dynamic, high growth environment.
• Agile business mind with the ability to work in a matrix organization with a highly distributed team, leading through influence and relationship building.
• Proven ability to achieve revenue targets for a region and accounts in partnership with direct account sales teams.
• Strong organizational skills with ability to effectively prioritize; willingness to travel up to 50% of the time.
• Bachelor’s and/or Master’s degree in business, technology, engineering or related fields.

Responsibilities

• Operate as the industry expert for the technology, media & telecommunications sector by introducing and educating executives and senior leaders from high growth TMT accounts to Anaplan at industry events, executive business reviews and other customer facing engagements, leading to new pipeline creation.
• Partner with account executives and their teams to progress pipeline within high growth TMT accounts by infusing industry expertise into account strategies, forming relationships with key stakeholders at these companies, and helping shorten sales cycles by highlighting business value and competitive differentiators.
• Develop and maintain relationships with partners serving the TMT growth segment to drive awareness, solution positioning, enablement and customer development, focusing on accelerating customer focused pipeline priorities across smaller but high potential accounts.
• Identify new buying centers and use cases within high growth TMT organizations that would benefit from Anaplan; partner with marketing to design and build solutions that our sales organization can bring to these companies that generate real value and enable them to scale their operations.
• Analyze the Anaplan TMT growth business to understand trends, opportunities, needs and KPI impact; use data to feed customer efforts, influence behaviors and drive results across emerging accounts.
• Support account teams by brainstorming go-to-market strategies, presenting at TMT industry and customer events as a TMT subject matter expert, participating in C-suite engagement opportunities with high growth customers, working with TMT industry leaders and account teams on specific high potential accounts and meeting regularly with partner leaders to drive future pipeline.
• Key ownership of maturing and scaling TMT programs that facilitate customer expansion, application value realization, competitive, and industry/CXO plays.

Benefits

• Base Salary Range: $271,000—$318,000 USD

What This Job Offers

• Job Type: Full-time
• Education Level: Bachelor's degree
• Number of Employees: 1,001-5,000 employees