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 ourcollective 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!
Overview: Anaplan is looking for a Senior Director, GTM Excellence who will play a pivotal role in operationalizing and driving Anaplan's GTM strategy and motions. This role will lead a team of ~10 people and be responsible for driving and activating our core GTM selling motions (Sales Plays, New Products), building a differentiated and world-class Seller (and GTM field) experience through streamlined processes and supporting technology, and designing and driving critical operational processes (e.g. account planning).
This role will report to our SVP, GTM Strategy and Operations, be part of the GTM Operations senior leadership team, and be a key leader within the GTM organization with high visibility and engagement with the CRO and his leadership team.
In collaboration with the GTM Leadership and the GTM Operations team, you will drive excellence in the GTM field organization.
Key responsibilities:
- Drive GTM launch readiness, and operationalize and activate delivery against goals for new products, underpinning our ambitious $500M multi-year product investment agenda.
- Drive launch readiness, operationalize, and activate delivery against goals for our Sales Plays - our differentiated selling value propositions aimed at solving high-impact, high value industry specific challenges for our customers through Anaplan.
- Drive thought leadership to shape and operationalize critical cross-GTM processes (e.g. account planning) in conjunction with our Sales, CS, Pre-Sales, Alliances, and Ops teams.
- Identify, analyze, and streamline our operational processes with the aim of driving field effectiveness and efficiency.
- Establish, report, and drive improvement of key metrics for assessing field effectiveness and traction of our key programs (e.g., field selling time, bookings outcomes for our products, sales plays).
- Collaborate with product teams and product leadership to co-ordinate and align product capability roadmap with the 'sales play' roadmap.
- Shape and develop our overall Revenue Tech stack strategy and roadmap, including how/where we can leverage AI to drive greater productivity and efficiency of our field teams.
- Facilitate executive meetings for decision making on our processes and tools - ensuring meetings are supported by the right fact-base, that the decisions and trade-offs are clearly articulated and that the decisions are clearly documented and followed through to implementation.
- Be a subject matter expert in our sales processes, methodology and operational processes.
Requirements:
To be successful in the role, you must possess the following skills:
- 10-15 years of GTM, and GTM Operations experience with a Tech/SaaS organization.
- 2-4 years of Management Consulting experience at a Big 4 consulting firm, is a plus but not a requirement.
- Bachelor's degree in: Business, Engineering, Economics, Management, or Finance. A master's degree or equivalent in Business Administration, Economics, Management would be advantageous but not essential.
- Demonstrated experience and impact from leading large, cross-functional programs.
- Demonstrated understanding and experience of analyzing and streamlining GTM/sales processes. Strong process-oriented mindset and skills.
- Demonstrated ability of having developed and driven initiatives to drive sales effectiveness and efficiency.
- Strong strategic planning and critical thinking with proven track record of strong business impact and outcomes.
- Strong problem solving and analytical skills (quantitative and qualitative), deliverable structuring, and excellent communication skills.
- Executive presence and communication, with ability to influence.
- Comfortable presenting in front of large groups.
- Proven track record of leading and developing high performance teams.
Organizational interlocks:
- GTM Leadership and GTM Operations Leadership.
- Front Line Leadership, Individual Contributors, and Operations teams spanning Sales, Inside Sales, Customer Success, Alliances, Pre-Sales & other Sales Support, and Marketing.
- GTM Finance Business Partners.
- IT.
- Anaplan-on-Anaplan (AoA).
- Product Strategy.
- Pricing.
Base Salary Range: $233,000 — $314,000 USD
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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