Enterprise Account Executive
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Key skills for this role
About the Role
Anaplan is hiring an Enterprise Account Executive to sell its AI-infused scenario planning platform to Fortune 2000 companies. You will engage enterprise clients, build business value, and manage the full sales cycle.
Key Skills for This Role
Responsibilities
- Engaging with enterprise clients 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
Requirements
- 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
Full Job Posting
Overview
- At Anaplan, we are a team of innovators focused on optimizing business decision making through our leading AI infused 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 who rely on our best in class platform.
- Anaplan is hiring an ENTERPRISE ACCOUNT EXECUTIVE. In this role, you will take your proven track record of selling sophisticated technology solutions and account management and sell an incredibly versatile platform.
- 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 15 25 accounts in a defined geographic territory, mostly greenfield accounts with several existing Anaplan customers.
Your Impact
- Engaging with enterprise clients 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
Our Commitment to Diversity, Equity, Inclusion and Belonging (DEIB)
- We believe attracting and retaining the best talent and fostering an inclusive culture strengthens our business. DEIB improves our workforce, enhances trust with our partners and customers, and drives business success.
- 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.
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