Our Team:

Anaplan’s Global Partner Organization is tasked with overseeing the development of our go-to market strategy and execution model for all partners, including strategic consulting, systems integrators, and reseller partners. Anaplan’s Planning Platform enables partners to deliver aggressive results for time-to-value while simultaneously creating a Connected Planning roadmap for organization-wide adoption across Finance, Sales Performance Management, Supply Chain, Operations, and more.  Our agnostic, powerful, cloud-based multi-dimensional planning tool is a complete game changer in how our partners deliver value to our customers. 

What you’ll be doing:

Partner Manager (SEA) is a strategic role that will work with key leaders, at Anaplan and within our ecosystem, through highly cross-functional teams to influence, align and coordinate resources to execute partner strategy within your territory. You will need to work with our entire partner ecosystem – from large global consulting firms / system integrators to boutique Anaplan-focused partners – to ensure the right level of awareness, capacity, capability, and commitment to deliver on our targets.  

The successful candidate must balance strategic-thinking with tactical execution; build mutually-beneficial enduring partner relationships, drive highly cross-functional processes, possess a deep understanding of the partner’s and Anaplan’s respective and joint value propositions, and have a general GSD attitude.

 In addition, the ideal candidate has the ability to communicate and collaborate effectively across the breadth of our partner ecosystem and across our organization. Specific responsibilities will include:

• Own the execution of the Partner strategy in SEA, in close collaboration with cross-functional teams including: Sales, Customer Success, Partner Success, Marketing, and Operations.
• Develop strategic relationships at the Executive-level and co-develop business plans with strategic consulting and implementation partners, including: Deloitte, Accenture, Wipro, PwC, EY, and several regionally based partners.
• Educate partners on the Anaplan value proposition, while also understanding how Anaplan fits within the value propostion and existing go-to-market (“GTM”) of our partners.
• Engage platform and ecosystem partners to develop pipeline and drive revenue for the region.
• Execute joint marketing activities with partners.
• Identify and recruit local partners as needed.
• Operate as primary liaison between Anaplan and the partner and commercial field sales team on all partner relationship issues.
• Identify and recruit local partners as needed.

More about you:

• You have led the development and execution of a Partner strategy across the Indonesia/Asia market, in alignment with the GTM strategy of large scale systems integrators, regional based systems integrators, and other route to market partners like resellers.
• You have experience managing and accelerating a partnership with a Global Systems Integrator firm (Deloitte, Accenture, Wipro, PwC, EY, etc).
• You are an expert communicator – both written and verbal – with an executive presence and ability to present to both technical and non-technical audiences.
• You have been successful in enrolling senior level executives into a partnership with an enterprise scale cloud / saas software solution.
• You have direct or indirect (channel) experience selling complex, multi-stakeholder, enterprise scale solutions to executive level buyers.
• Your advanced problem-solving skills allow you to adapt to new circumstances and learn quickly when facing new problems and challenges.
• You have the ability to multi-task across objectives, services lines, sales reps, leadership, partners, marketing, and product functions, while quickly recognizing the activities that are value-add vs noise.
• Ability to establish trusted, deep relationships with key stake holders on all sides of the partnership landscape and act as an influencer to help guide partner investment in your offering.
• A successful 3-5+ year tenure managing a leading Global Systems Integrator or similar strategic partnership.
• Highly proficient in navigating matrixed organizations to influence and gain traction with client account teams.
• “Entrepreneurial” mindset with a passion for taking initiatives from ideation to impact.
• Enthusiastic, energetic, self-driven, with a gravitas that others want to work with.
• Passion for fast-paced, sometimes unpredictable startup culture and environment.
• Demonstrable experience of Business Development including alliance establishment, alliance management, revenue goal attainment, and marketing.
• Experience in identifying market opportunities with a track record of instigating go-to-market plans and subsequent sales follow-through.
• Commercially astute with the ability to promote the Anaplan proposition on a conceptual basis by illustrating business benefits.
• Ability to engage, motivate and manage large personalities and executive audiences on all sides of the alliance.
• Domain expertise or thought leadership within enterprise planning and performance management / integrated business planning (preferred).