What are the responsibilities and job description for the AVP Strategic Deals position at Anaplan?
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!Your ImpactThe Area Vice President will report to the Managing Director of AmericasPrimary ResponsibilitiesReporting into Americas Managing Director, you will partner with Americas sales leadership to actively support large and strategic opportunities. This includes : Educating / enabling team on pricing models (e.g. v5), positioning and strategyLeading deal strategyShaping and presenting proposals to executive buyersEnsuring pricing captures fair value relative to the business caseCoaching the team on commercial negotiations (and driving key negotiations)You will be measured on : ASP growth targets and win rates.Successful realization of v5 upliftAchievement of Amer NNACV targetsSuccessful positioning of apps as part of large dealsWhat you will achieveHelp Anaplan to become one of the leading SAAS connected planning providers in AMERIncrease the proportion of AMER revenue that comes from identified Strategic AccountsRequirementsSuccessfully led sales for a new solution category in a high growth marketIndustry vertical experience relevant to the territoryDomain understanding (e.g. Supply Chain, FP&A, Workforce Planning and Sales) and knowledge of how these functions plan and process work and make decisionsExtensive SaaS experienceDemonstrates executive presence, primarily on C Suite levelExcellent C-level communication skills, confidence and network to executive level leadership, decision influencers / makersMinimum of 10-15 years enterprise software sales experience successfully selling solutions at the C-levelShown leadership ability to influence, develop and empower employees to achieve objectives with a team approachComfort demonstrating SaaS / cloud-based software and discussing it with business leadersConsistent track record of exceeding company sales quotas in a sophisticated sales environment, strong closing skillsExperience in territory management and planning, at the regional and account levelsShown experience with leading a culture of teaching, mentor and training sales methodologiesStrong written, verbal, presentation and organizational skillsSense of urgency and ability to execute in a fast-paced environmentWilling to travel as needed throughout the regionBase Salary Range : $168,000-$242,000 USDOur Commitment to Diversity, Equity, Inclusionand 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. Fraud Recruitment Disclaimer It has come to our attention that fraudulent and fictitious job opportunities are being circulated on the Internet. Prospective candidates are being contacted by certain individuals, mainly through telephone calls, emails and correspondence, claiming they are representatives of Anaplan. The main purpose of these correspondences and announcements is to obtain privileged information from individuals. Anaplan does not : Extend offers to candidates without an extensive interview process with a member of our recruitment team and a hiring manager via video or in person. Send job offers via email. All offers are first extended verbally by a member of our internal recruitment team whenever possible, and then followed up via written communication. All emails from Anaplan would come from an @anaplan.com email address. Should you have any doubts about the authenticity of an email, letter or telephone communication purportedly from, for, or on behalf of Anaplan, please send an email to people@anaplan.com before taking any further action in relation to the correspondence.
Salary : $168,000 - $242,000
