Anaplan is looking for a tenacious Professional Services Business Development Manager (EMEA) to join the Professional Services Team. This is a business-critical position within our professional services function to support and generate additional business for Anaplan.  Specifically, you will lead and support business development for professional services, and partner with sales, customer success, and our partners to make this happen.  It will be key to understand the needs of customers and prospects, shape the scope and implementation needs to implement Anaplan solutions, determine the right estimates and resource needs to ensure success, and create proposals and execute contracts to perform the services needed to quality delivery outcomes for our customers.  

As a proven services business development leader who will support the professional services business development strategy in partnership with the Professional Services EMEA Leader, Sales Leaders, Customer Success Leadership, and the Professional Services Delivery Team in EMEA 

• Accountable for delivering the bookings target with contributions from Sales,   Customer Success, Professional Services Delivery, as well as from third-party partners for joint-delivery solutions
• Experienced in delivering / positioning/selling services, specifically architecting multifaceted online analytical processing solutions and data integrations
• Collaboration, leadership, and influencing skills with the ability to be responsible for the discussion with C-level executives through process partners 

 

Your Impact 

• Responsible for new business and existing customer services business development, contract negotiations, and strategic alliances within a region(s)/vertical(s) in EMEA
• Partner with Sales VPs, Customer Success VPs, and Professional Services leaders to support the services bookings, pipeline creation, and opportunity forecasting
• Accountable for, late-stage pipeline development, services bookings target achievement, and supporting ARR growth
• Identify, engage customers & sell new and expansion services opportunities
• Responsible for well-scoped proposals & statements of work for services delivery
• Responsible for contracts with customers, customer’s procurement, and facilitating legal reviews
• Responsible for relationship management and engagement with partners to optimize delivery outcomes for prospective and existing customers
• Responsible for overseeing sales cycles to secure services bookings, support ARR growth, and meet bookings targets
• Hold stage 2 sales cycle alignment meeting between sales, customer success, and the village within region/vertical to ensure the best services delivery outcomes
• Discuss steps to close the deal, optimize delivery quality, and align with professional services delivery teams
• Define joint approach and create customer presentation materials: appropriate customer demo and collateral to address customer problem statement and align on a joint approach
• Figure out who is primary on the customer account: which company is priming the deal based on specific criteria aligned with the services rule of engagement
• Finalize partner and Anaplan contract arrangements and lead through legal and procurement
• Participation in mid to late sales cycle activities assessing technical or business requirements 

 

Your Qualifications

• 8+ years GSI or consultative professional services experience with a SaaS company
• Experience developing business independently and with cross-functional teams
• Success in meeting/exceeding services sales quota (selling large complex services deals to enterprise accounts – as an individual contributor)
• Ability to work with both technical and business partners
• Experience with Agile methodology
• Strong skills to learn the Anaplan solution quickly
• Executive client-facing skills and a track record of engagement management
• Experience selling into all lines of business, multiple use cases for various industry customers
• Strong understanding of delivering within a software lifecycle including architectural dynamic design, requirements collecting, data integration, broad functional understanding of defining process standard methodologies and experience in successful service engagements
• Bachelor’s degree required. Master’s degree desired.