Enterprise Account Executive - TMT Apply
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 celebratingour 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! ***This position will ideally sit in the West Region*** Anaplan is hiring an ENTERPRISE ACCOUNT EXECUTIVE focusing on selling into the TMT (Telco, Media, Technology) Industry. In this role, you will take your proven track record of selling sophisticated technology solutions and account management and sell an incredibly versatile platform. Our sales team is helping industry leaders understand the impact of Anaplan products and how our connected planning solution is ending siloed decision-making. You will help our customers achieve their immediate business goals while setting their businesses up for the future. This role will be a catalyst for Anaplan's continued growth while leading digital transformation. Reporting directly to the Regional Vice President (RVP). You may have up to 50 accounts in a defined geographic territory, mostly greenfield accounts with several existing Anaplan customers. This type of territory requires someone to further build our footprint by hunting and locking in new logo accounts as well as rapidly growing opportunities within the current customer base. Your Impact Engaging with targeted technology, media, and telecommunications organizations 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. Conduct highly effective presentations from the Director through SVP and key C-suite level decision makers including CFOs, CROs, and senior leaders in supply chain, 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 Work with cross-functional members of Sales Development Reps, Marketing, Solution Consultants, and the Customer Success teams Your Qualifications 5+ years of consultative sales experience into Fortune 2000 companies, ideally in SaaS solutions (but not required) Shown success selling into Vice President / Senior Vice President buyers History of overachieving sales quota & targets, including demonstrated history of multiple high six-figure annual contract value (ACV) deals (services and/or software) Demonstrated network in your industry territory, with a mix of some customers and implementation partners Domain understanding (Supply Chain, 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 Demonstrated experience selling into technology, media, and/or telecommunication accounts Demonstrated understanding of the pressing business challenges faced by technology, media, and telecommunication organizations today Preferred Skills Experience with SFDC, Altify, Marketo, and Engagio a plus Account Planning experience Altify, MEDPICC, Miller Heiman Experience selling SaaS solutions into Telco, Media, or Technology organization #LI-Remote Base Salary Range: $139,000—$188,000 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. 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. ll emails from Anaplan would come from an @ 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 before taking any further action in relation to the correspondence.
