Services Strategic Account Director
Anaplan
- Miami, FL
- Permanent
- Full-time
- Be a director level leader who will own the professional services sales strategy in partnership with the Customer Success Directors, Professional Services Directors, and Sales Regional Vice Presidents
- Be accountable for delivering the professional services bookings target with contributions from the Customer Success Directors and Customer Success Business Partners as well as from third party partners for subcontracted work
- Be experienced in delivering / positioning / selling services in a software lifecycle, specifically with strong understanding of architecting multi-dimensional on-line analytical processing solutions and data integrations; and
- Have tight-knit collaboration, leadership, and influencing skills with the ability to own the room with c-level executives on down to process stakeholders
- Collaborate with Industry-aligned Professional Services Managers and Sales Account Executives to identify appropriate prospects for which Professional Services should be priming in software deals with Services Attachment
- In partnership with Sales Account Executives to identify and own Services sales motions for large Services opportunities and working closely with Alliances and Anaplan's Partner Network to supplement expertise and/or talent.
- Directly interface with executives at customers/prospect when scoping a software attached services opportunity.
- Be a trusted advisor to the customer who is responsible for delivering outcomes, educating on the value of where Anaplan technology can be a solution the customer's pain and present examples of other customers and relevant best practices.
- Support Services contracting process with the customer for targeted and assigned services opportunities.
- Support Customer Success on qualifying/expanding Services opportunities.
- Developing and nurturing long term services roadmaps within key customers, smoothing over gaps and maintaining relationships between active services engagements.
- Champion communication on outcomes across GTM to ensure cross organization alignment on trending and forecasting and celebrating cross-functional wins across the business.
- Proactively identifying strengths and weaknesses in our services offerings based on market and evolving Services offerings to meet GTM and customer requirements.
- Responsible for relationship management and engagement with third party partners used for delivery.
- Responsible for professional services operating motions, in line with overall CS and GTM Business Excellence frameworks.
- Partner with broader GTM operations and legal organizations to ensure successful outcomes of bookings proposals.
- 8+ years successful GSI or Consultative Professional Services experience
- Success in meeting/exceeding services sales quota (selling large complex services deal to Enterprise accounts)
- Ability to work with both technical and business stakeholders
- Experience with Agile methodology
- Strong Anaplan knowledge preferred, technical aptitude to learn the Anaplan solution quickly expected
- Strong customer facing skills and a successful track record of engagement management
- Experience selling into various lines of business, multiple use cases for various industry customers
- Strong understanding of delivering within a software lifecycle including architectural multi-dimensional design, requirements collecting, data integration, broad functional understanding of defining process best practices and experience in successful service engagements.
- Excellent Presentation skills
- Executive presence
- Bachelor's degree required. Master's degree preferred.
- 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.