Senior Strategic Alliances Director - GSI

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.

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 love celebrating our wins – big and small.

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 let’s build what’s next - together!

Your Impact

• As a catalyst for enterprise growth, the Senior Director, GSI Alliances directly influences Anaplan’s market valuation and customer success through four primary impact pillars:
• Drives Exponential Revenue Growth: Maximizes SaaS revenue and expands market share through the SI partner ecosystem, consistently exceeding sourced and co-sold ACV and pipeline targets.
• Expands Market Reach & GTM Effectiveness: Scales Anaplan’s enterprise presence across North America by commercializing differentiated, partner-led industry solution plays and co-innovation initiatives.
• Strengthens Partner Delivery Capability & Readiness: Builds institutional consulting capacity, technical enablement, and delivery excellence across partner practices, ensuring rapid time-to-value and implementation quality.
• Elevates Customer Lifetime Value & Account Expansion: Enhances enterprise customer satisfaction, post-sale adoption, and account expansion through comprehensive, partner-delivered transformation solutions across multiple business domains.

Key Responsibilities & Core Accountabilities 

• Multi-Year Business Plans: Architect, negotiate, and execute comprehensive multi-year partner business plans with assigned SI/GSI partners, establishing clear joint revenue targets, strategic solution offerings, joint investments, talent & ecosystem development goals, marketing programs, and priority target accounts.
• Stakeholder Governance & Mapping: Lead overall stakeholder governance, executive relationship mapping, and collaboration cadences across partner executive leadership, Anaplan executive teams, Partner Success, Partner Marketing, and Field Sales.
• Alliance Oversight & Performance Reviews: Provide strategic oversight of the alliance portfolio, leading Quarterly Business Reviews (QBRs), approving regional GTM strategies, managing risk escalations, and ensuring alignment with joint commitments.

• Revenue Generation & Quota Attainment: Own, drive, and exceed aggressive annual sourced and co-sold ACV and originated pipeline targets through active engagement with assigned SI partnerships.
• Sales Cycle Collaboration & Alignment: Partner intimately with Industry Partner Sales Directors and sector sales leaders on partner-driven opportunities, providing deal alignment, commercial strategy, and active coaching throughout the entire sales cycle from initiation to closure.
• Target Account Expansion: Drive expansion of both software ACV and consulting/services revenue across targeted enterprise accounts through focused joint account planning, executive alignment, and co-investment.

• GTM & Product Collaboration: Function as an active, extended member of Anaplan’s GTM and Product organizations to co-develop differentiated, high-value solution offerings, packaged applications, and joint plays.
• Multi-Domain Market Activation: Drive market activation of current and future solutions across key functional domains (Finance, Supply Chain, Sales Performance Management, and HR) within target industry sectors.
• Marketing & Thought Leadership Activation: Own all communication and enablement across Anaplan and assigned partners to activate field teams on strategic GTM plays, joint marketing campaigns, reference architectures, and customer case studies.

• Weekly Telemetry & Performance Tracking: Leverage enterprise data, CRM dashboards, and reporting tools weekly to monitor partner performance, track pipeline progression, identify emerging growth opportunities, and execute corrective action plans.
• Reporting & Forecasting Hygiene: Maintain meticulous reporting hygiene, transparent tracking of KPIs, accurate ACV forecasting, and comprehensive visibility into alliance health and governance.

Performance Expectations & Key Performance Indicators (KPIs)

The success of the Senior Director, GSI Alliances is evaluated against clear, quantifiable business metrics and governance standards:

• Sourced & Co-Sell Revenue Quota Attainment: Consistently achieve or exceed assigned sourced and co-sold Annual Contract Value (ACV) targets and partner-originated pipeline goals.
• Pipeline Velocity & Deal Progression: Accelerate partner-influenced pipeline expansion, win rates, and sales cycle velocity through proactive co-sell engagement and deal alignment.
• Governance, Operational Accuracy & Hygiene: Maintain rigorous partner governance, reporting accuracy, weekly performance tracking, and high-fidelity pipeline forecasting.
• Practice Capability & Ecosystem Expansion: Successfully expand certified partner consulting headcount, accredited delivery capacity, and referencable joint customer deployments across target domains.

Your Qualifications, Your Influence

• 10+ Years of Relevant Experience: A minimum of 10+ years of proven success in Strategic Alliances, Partner Management, Channel Sales, or Enterprise SaaS Go-To-Market roles within high-growth software organizations.
• System Integrator (SI/GSI) Ecosystem Expertise: Extensive experience managing, co-selling with, and scaling Global System Integrators (GSIs) and major consulting organizations, with deep knowledge of SaaS alliance models and channel dynamics.
• Multi-Million-Dollar Revenue Track Record: Demonstrated history of driving substantial sourced and co-sell pipeline, consistently meeting or exceeding multi-million-dollar ACV targets through partner ecosystems.
• Enterprise Functional Domain Depth: Strong knowledge base and practical experience within at least one core functional domain: Finance / FP&A, Supply Chain, Sales Performance Management (SPM), or Human Resources / Workforce Planning.

Preferred Qualifications & Education

• Consulting & Advisory Background: Prior professional experience working within a top-tier management consultancy, Big 4 advisory firm, or leading Global System Integrator is highly advantageous.
• Enterprise Planning Platform Knowledge: Familiarity with Connected Planning, Enterprise Performance Management (EPM), ERP, Business Intelligence, or complex multi-dimensional modeling platforms.
• Partner Practice Incubation: Hands-on experience identifying, recruiting, onboarding, and scaling new partner practices from inception to high-volume delivery.
• Education: Bachelor's degree in Business, Finance, Engineering, Information Systems, or a related discipline; MBA or advanced graduate degree preferred.

Leadership, Negotiation & Communication

• Cross-Functional Leadership & Influence: Proven ability to influence without authority across matrixed organizations, inspiring trust and aligning internal GTM leaders, product teams, and external partner principals.
• Commercial Acumen & Negotiation: Exceptional business acumen, commercial maturity, negotiation skills, and experience crafting win-win joint business models and investment plans.
• Executive Presentation & Communication: Outstanding verbal, written, and executive presentation capabilities; adept at articulating compelling joint value propositions to C-level executives.

Core Competencies

• Trusted Business Advisor: Quickly establishes high credibility and mutual trust with partner leadership, consulting principals, and sales teams; acts as a subject matter coach positioning Anaplan in customer-facing pursuits.
• Strategic Problem Solving: Demonstrates superior active listening, diagnostic problem-solving, and the ability to formulate strategic recommendations that guide cross-organizational direction.
• Team Collaboration & Independence: Works exceptionally well in cooperative, matrixed teams while maintaining the self-motivation, organization, and discipline to execute independently.
• Adaptability in High-Growth Environments: Possesses the business maturity, agility, and instincts to thrive in a high-energy, dynamic SaaS environment characterized by ambitious growth goals and high collaboration.

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. Build your career in a place where diversity, equity, inclusion and belonging aren’t just words on paper – this is what drives our innovation, it’s how we connect, and it contributes to what makes us a market leader. 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.  

All emails from Anaplan would come from an @anaplan.com 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 to [email protected] before taking any further action in relation to the correspondence.   

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