What are the responsibilities and job description for the Alliance Director – Sales & Marketing position at Anaplan Inc?

At Anaplan, we are a team of innovators who are focused on optimizing business decision-making through our leading 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 that 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 have fun celebrating our wins.

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 be your best self!

This position can sit anywhere in the United States

Anaplan is looking for an Alliances Director – Sales & Marketing RSIs . This role will be responsible for driving the success of our Sales & Marketing RSI (regional system integrator) 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, while ensuring partner delivery readiness and capability development. This opportunity aims to drive strategic growth and partner collaboration across one of Anaplan’s largest functional domains (sales & marketing) and implement programs to support the growth, drive GTM execution, and elevate customer value in the sector.

Your Impact :

Drive the development of the multi-year partner business plan for Sales & Marketing, 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 sales & marketing RSIs.
Selectively recruit, onboard and develop new Sales & Marketing RSI partners.
Expand both ACV and Services Revenue at target accounts through focused attention, planning, and investment.
Drive market activation of current and future Sales & Marketing 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 sales & marketing 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 an extended member of the Sales & Marketing GTM & Product team.
Aligns with Industry Partner Sales Director and associated industry sales leader on all partner-driven opportunities in the sector, providing deal alignment, and guidance from initiation to closure in sales cycles and supporting partners throughout the sales process.

Your Qualifications :

The successful candidate will have at least 5 years in Partnerships, Alliances or other sales-related roles and bring a strong knowledge base and a basic understanding of partner, alliance, and channel go-to-market motions. Experience within the Sales & Marketing 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.

Individuals 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.

Our Commitment to Diversity, Equity, Inclusion and Belonging

Build your career in a place that thrives on diversity, equity, inclusion, and belonging. We believe in 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!

We will ensure that 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. Please contact us to request accommodation.

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Alliance Director – Sales & Marketing

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