Director of ISV and Strategic Growth Partners

About the role

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.

Responsibilities

• Build and scale our technology partnerships across the Data, Cloud, AI, and ISV ecosystems.
• Incubate net-new partner motions, innovative routes to market, and reseller motions.
• Define the landscape and strategy for Technology Partner investment spanning AI companies, Data Cloud companies, Cloud Service Partners (CSPs), and ISV Partners.
• Manage and scale multifaceted relationships across the Technology and ISV 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 and 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 and ISV partner relationships, 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 Partners for successful execution.
• Oversee partner enablement at a 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/ISV 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.

Requirements

• Possesses an established network within the Technology/AI/SaaS/ISV/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.
• Demonstrated experience incubating net-new partner go-to-market motions and reseller models.
• Working knowledge of marketplace ecosystems.
• 6+ years in channel/partners sales with evidence of increasing responsibility within a software / SaaS sales environment.
• Expertise and experience in creating global technology, ISV, 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 a 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.

Qualifications

• Master's degree in Business Administration, Computer Science, Engineering, or related field.
• Proven leadership skills and experience in managing complex projects and teams.
• Strong understanding of SaaS and cloud computing technologies.
• Excellent communication and interpersonal skills.
• Ability to work independently and as part of a team.
• Fluency in English.

Skills

• Strategic thinking and problem-solving skills.
• Ability to build and maintain strong relationships with key stakeholders.
• Knowledge of market trends and competitive landscape.
• Experience with data analytics and market research.
• Strong negotiation and sales skills.

Benefits

• Comprehensive health insurance coverage.
• Flexible work schedule and remote work options.
• Annual performance bonuses.
• Professional development opportunities.
• Employee discounts on Anaplan products.
• Generous vacation and sick leave policies.

Pay

Base Salary Range: $163,000 - $220,000 USD

Schedule

Full-time, Remote Work Option Available