Senior RSI Alliances Director

Anaplan•New York, NY

10d

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 looking for a Senior Alliances Director. This role will be responsible for driving the success of a portfolio of SI partnerships and alliances in North America; collaborating with all internal and external partners to deliver sourced and co-sold partner revenue through the development of differentiated go-to-market motions, plays, while ensuring partner delivery readiness and capability development. The goal of this opportunity is to drive strategic growth and partner collaboration across all of Anaplan’s functional domains (finance, supply chain, sales performance management and Human Resources) and implement programs to support the growth, drive GTM execution, and elevate customer value.

Requirements

The successful candidate will have at least 5+ years in Partnerships, Alliances or other sales relates roles and bring a strong knowledge base and a basic understanding of partner, alliance, and channel go-to-market motions. Experience within the finance, supply chain or sales domain is highly preferred. Previous experience working in either sales, go-to-market functions, alliances, or consulting is critical.
Self-motivated, highly organized, detailed in your approach and collaborative in developing strategic plans, programs, and initiatives.
Individual must quickly establish relative credibility with Partners, principals & sales teams. They must inspire trust and be viewed as a business partner- capable of enabling, coaching, & supporting partners to position Anaplan in customer-facing engagements.
Communication is key to success. You will demonstrate your ability to listen, make recommendations, and influence direction when required. You will need to be a strategic problem solver with effective communication & interpersonal skills.
The successful candidate will be customer focused, achievement-driven, and possess an impressive executive demeanor. They will bring a true team orientation and collaborative approach and excellent presentation skills, including strong verbal and writing capabilities.
Finally, this individual must have a solid level of business maturity, flexibility, and the instincts to adapt to a high-energy, dynamic environment characterized by high growth expectations and a collaborative culture. This individual must work exceptionally well in cooperative teams but also expect to work independently and with a set of diverse individuals regularly

Responsibilities

Drive the development of the multi-year partner business plan, including partner-specific goals, strategic solution offerings and apps, investments, talent & ecosystem development, marketing programs, and target accounts.
Work with GTM and product leadership to drive engagement and creation of Originated and Co-Sold Pipeline with SIs
Selectively recruit, onboard and develop new SI partners
Expand both ACV and Services Revenue at target accounts through focused attention, planning, and investment
Drive market activation of current and future applications and plays with selected partners across offerings within target industry sectors and markets
Provide oversight of the alliance, including review and approval of regional go-to-market strategy, stakeholder management, and business plan reviews
Own all communication and activation across Anaplan and with the assigned partners to effectively enable the teams on the strategic go-to-market (GTM) plays, marketing campaigns, case studies, and offerings
Lead overall stakeholder governance, relationship mapping, and collaboration across the Partner, Alliance team(s), Anaplan leadership, partner success, partner marketing, and customer success teams.
Continuously monitor and report on progress on business plan goals, risks, achievements, and other partner success KPIs.
Monitor and assess partner & territory performance by leveraging data and reporting tools weekly to identify performance opportunities and drive corrective action
Collaborate with Partner Success to drive appropriate sales and technical training for partnership to ensure capability development
Functions as extended member of the GTM & Product team
Aligns with Industry Partner Sales Directors and associated industry sales leader on all partner-driven opportunities in the sector, providing deal alignment, guidance from initiation to closure in sales cycles and supports partners throughout the sales process