Strategic Alliances Director (ISV & Strategic Growth)
Posted Updated
Description
- Anaplan is looking for a Strategic Alliances Director, ISV & Strategic Growth
- This role will be responsible for driving the success, growth, and strategic evolution of Anaplan’s partnership across the Technology provider ecosystem, including Data, Cloud, AI, and ISV providers, with a strong emphasis on revenue acceleration, co-sell activation, joint solution development, and ecosystem expansion
- 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
- In this role, you will define and execute the strategy for Anaplan’s Technology and ISV partnerships, identifying new market opportunities, enabling go-to-market teams, and driving joint sales execution alongside our Technology partners and Systems Integrator partners (eg, Deloitte, Accenture, EY)
- You will help shape differentiated solutions and market offerings, influence product collaboration and sales activation, and ensure field teams are equipped to drive meaningful customer outcomes
- Success in this role will come through building executive-level partnerships, leveraging data-driven insights to optimize investment and ROI, and fostering alignment across internal and external stakeholders to accelerate growth and long-term strategic value
- 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
- 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
- Working knowledge of marketplace ecosystems
- Demonstrated experience incubating net-new partner go-to-market motions and reseller models
- Expertise and experience in creating global technology, ISV, and/or cloud service provider strategy, partner programs, consumption-based financial models, and GTM
- Proven ability to manage a large portfolio of sales activation activities to evaluate results and make trade-offs in investment to maximize ROI
- 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
- 6+ years in channel/partners sales with evidence of increasing responsibility within a software / SaaS sales environment
- Track record within a SaaS organization of revenue growth with Technology/ISV/CSP Partners
- Possesses an established network within the Technology/AI/SaaS/ISV/CSP ecosystem