Qualifications
- 5+ years consultative sales experience into PS, ideally in SaaS solutions (but not required)
- Shown success selling into Vice President / Senior Vice President buyers
- Track record of overachieving sales quota & targets, including demonstrated history of multiple high six-figure annual contract value (ACV) deals (services and/or software)
- Demonstrated experience selling into state, local & higher education accounts
- Demonstrated understanding of the pressing business challenges faced by higher education and government organizations today
- Demonstrated network in your industry territory, with a mix of some customers and implementation partners
- Demonstrated experience with sophisticated partner & internal team organizations
- Domain understanding (FP&A, Workforce Planning & Sales) and knowledge of how these functions plan, process work and make decisions
- Strong, demonstrated opportunity management practices (e.g. sales process, qualification, executive presentation skills, quote presentation and negotiation), and ability to balance multiple (3-5) opportunities at once
- Business, Finance, Economics, related BS/BA degree or relevant years of experience
Responsibilities
- You will help our customers achieve their immediate business goals while setting their business up for the future
- This role will be a catalyst to Anaplan's continued growth while leading digital transformation
- Engaging with targeted state, local, and higher education enterprise prospects to identify broken business processes and position Anaplan's unique ability to solve the problem
- Build Anaplan's business value throughout the selling engagement
- Navigating sophisticated prospect environments to align the prospect around the Anaplan solution
- Conduct highly effective presentations from Director through SVP and key C-suite level decision makers including CFOs and senior leaders in workforce, and other business functions
- Develop customers and own opportunity management start-to-finish across multiple customer targets and functions
- Apply Anaplan's value-based selling methodology and tools to run sales processes and accurately forecast business
- Employ outstanding account leadership skills to identify account expansion opportunities by cross-selling and up-selling opportunities within targeted accounts
- Perform strategic sales planning, leading to accurate forecasting of the business
- Work with cross-functional members of Sales Development Reps, Marketing, Solution Consultants, and the Customer Success teams
Company information
Anaplan is building a future where connected leaders and teams are able to constantly adapt, transform and reinvent their businesses. We make it possible to share actionable insights, empower and unleash creativity, and drive innovation. With Anaplan, finance and operational leaders across the organization can model complex scenarios, forecast continuously with added intelligence, and make agile decisions with confidence.
Company Specialties:
Planning, Forecasting, Modeling, Supply Chain Planning, Sales Performance Management, Performance Management, and S&OP
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