Partner Sales Leader - AMER

Anaplan is looking for a Senior Director, Partner Sales - AMER to lead and scale the team across the Americas region. This is an exciting opportunity to lead a high-performing team of industry partner sales leaders, accelerate revenue growth, and shape Anaplan's partner strategy within a fast-evolving SaaS cloud company.

As the Senior Director, you will be responsible for defining and executing Anaplan's partner sales go-to-market (GTM) strategy and operating model to achieve sourced & co-sold revenue targets and pipeline goals and ensure partner delivery readiness. You will lead a team of Partner Sales Directors, driving collaboration across:

• North America Alliance Leaders: who manage our largest and most strategic partner relationships through detailed business planning and go-to-market development to drive sourced and co-sold revenue
• Partner & Alliance Teams: to drive target account planning, industry, and functional sales play development, support new routes to market, ensure effective Anaplan field engagement, manage pipeline progression and ensure delivery readiness
• Anaplan Sales & PreSales: responsible for specific sub-industry go-to-market and client-specific sales motion to bring to market industry-relevant solutions, identify partner-originated and co-sell opportunities to influence client/prospect sales cycles
• Professional Services: accountable for technically enabling the partner ecosystem to drive consistent and high-quality delivery outcomes for current and future applications and new product features
• Customer Success: responsible for customer retention and expansion to ensure partners are driving post-sale platform adoption, roadmap development, and delivering on value outcomes to increase platform expansion and overall customer health
• Marketing: responsible for developing joint field marketing events and activities with partners as well as extending the message of the Anaplan platform to expand our reach and drive pipeline generation in support of partner solution plays and capabilities

This will involve a deep understanding or familiarity with working in a robust partner ecosystem, including global system integrators, strategic advisory firms, cloud service providers, technology ISVs, and boutique consultancies at the field level (by region, industry, and function).

Understanding the complexities and functional value drivers of Enterprise Performance Management (EPM), along with the knowledge of Anaplan's addressable market, client needs, and go-to-market approach, is highly preferred.

The role is to directly report to the VP of Partner & Alliances for the Americas.

Your Impact

• Revenue Growth: Lead a team of industry partner sales directors, ensuring they meet or exceed ACV targets for sourced and co-sold revenue within each focused industry vertical, with a focus on pipeline management, strategic account planning, and efficient execution of partner sales motions
• Leadership & Team Management: Lead, mentor, and develop a high-performing team while fostering a culture of collaboration, accountability, and results.
• Partner Segmentation Management: Manage and optimize GTM performance across the partner ecosystem through strategic selection of top partners and solution plays and application go-to-market motions to drive outsized performance in each of our focused industries and functional domains (Finance, Sales, Supply Chain and HR)
• Strategic Partner Sales Leadership: Own and oversee the development of individual industry go-to-market partner plans inclusive of sales goals, strategic partner solution plays, target account selection, business development initiatives, partner relationship management, and marketing campaigns in alignment with the industry sales and customer success leader, ensuring that it complements Anaplan's app and sales play strategy and is adapted to regional market dynamics.
• Cross-Functional Collaboration & Governance: Lead the development and communication of clear rules of engagement and governance models to drive a high level of partner collaboration, pipeline progression, and deal execution throughout the sales lifecycle-from pre-sale to post-sale-ensuring partners contribute to delivery readiness, client satisfaction, and platform adoption.
• Relationship Management Build and maintain strong relationships with senior GTM stakeholders and decision-makers within both strategic partners and Anaplan's internal teams while acting as a trusted advisor to Anaplan leadership by providing insights into partner landscape dynamics, market opportunities, and partner performance metrics.
• Market Development: Collaborate with field sales teams and other internal stakeholders to identify and capitalize on new partnership opportunities, expanding Anaplan's presence and impact across priority industries, sectors and markets while also identifying emerging market trends, competitive landscapes, and partner capabilities to position Anaplan as a strategic partner to key clients within the F&BS sector.
• Performance Management & Optimization: Track, report, and analyze performance metrics, leveraging data to identify opportunities for improvement and implement corrective actions as necessary.

Your Qualifications:

• 5+ years of experience in Cloud & SaaS Sales and Partner Management: Proven success in leading partner sales teams within a cloud/SaaS environment, with significant experience in driving revenue through strategic partner ecosystems (GSI, ISVs, CSPs, boutique consultancies).
• Leadership & Team Development: Demonstrated success in building, leading, and mentoring high-performing sales teams, with a focus on scaling for growth and achieving targets.
• Strategic Thinker & Execution-Oriented: Ability to balance long-term strategic vision with hands-on execution, driving both high-level strategy and day-to-day sales results.
• Deep Industry Knowledge: Strong understanding of Enterprise Performance Management (EPM) and the Financial & Business Services vertical, including key drivers and market trends.
• Go-to-Market Expertise: Proven track record of developing and executing go-to-market strategies in collaboration with cross-functional teams, including sales, marketing, and product organizations.
• Metrics-Driven & Results-Oriented: Comfortable managing a high-volume pipeline and aligning sales targets with measurable business outcomes, adjusting tactics as necessary to achieve targets.
• Exceptional Relationship Builder: Ability to form strong relationships with executive- level partners, internal stakeholders, and key business leaders to influence and align on business strategies.
• Strong Communication Skills: Ability to communicate complex ideas to both technical and non-technical audiences and to negotiate effectively with partners and clients at all levels.
• Problem Solver: Ability to anticipate potential challenges and proactively implement solutions to address partner and sales team needs, maintaining focus on achieving goals.