Your Impact

As a Public Sector Field Engagement Director, you are responsible for building the partnership and alliances ecosystem to support our Public Sector go-to-market strategy. Your ability to uncover new opportunities for partnership and align opportunity for partnerships across federal, state & local and higher education sectors will be imperative to your success. You will be required to work with cross-functional teams from Anaplan’s sales, product, marketing, customer success and sales operations functions to provide support and tools and resources for you to leverage to attain and exceed sales performance goals. Preferred location – Washington DC/Maryland/Virginia or US Remote.

Your Role
The essential responsibilities of this role is to build, develop and support Public Sector (federal, state & loca and higher education)  partners to develop sales opportunities and to work effectively across functions with other Anaplan employees to build the partnership:

• Provide coaching and oversight to the Anaplan and Public Sector sales teams to help them drive their partner strategy and goal attainment.
• Use prior relationships to develop, recruit and onboard new public sector partners
• Work closely with sales management on the development and execution of a sales and partner strategy; adhere to available resources and district sales objectives.
• Lead strategic planning sessions with certain partners and Anaplan sales management team on a quarterly and annual basis.
• Plan and direct strategic activities, including implementing pipeline reviews, marketing program development, relationship development, target account planning, and collateral material development and distribution.
• Create sales team alignment between the Partner and Anaplan account teams within the territory.
• Establish short-term and long-term goals and quotas in line with corporate objectives.
• Achieve monthly, quarterly, and annual sales targets.
• Identify needed resources for supporting sales strategy and develop a proposed budget for management review.
• Ensure new and current public sector partners are effectively onboarded, enabled and support with partner management
• Be seen and treated by the Partner as a trusted and valued resource.
• Collaborate with the field marketing organization to plan, deliver, and manage an effective communication and demand generation campaign for each focus partner.
• Identify Anaplan customer references that can be utilized when reference selling.
• Influence partner solution development in alignment with Public sector GTM strategy
• Develop territory maps to reflect accounts/departments covered by the partner sales teams
• Understand the capabilities of each team and develop improvement/incentive plans to bring all assigned Federal Partner teams to equal capability
• Interface directly with Field Marketing teams to develop territory specific plans for all geographies.

 
Qualifications

• Strong verbal and written communications skills including presentation skills.
• Ability to work collaboratively with employees within the sales function and across functions
• A strong understanding of the SAAS sales process and partnership sales.
• Experience with target account selling, solution selling, and/or consultative sales techniques.
• An aptitude for understanding how both the office of finance and supply chain requirements.
• A seasoned professional with a full understanding of industry practices and company policies and procedures, this individual will apply attained experiences and knowledge to solve a wide range of issues in imaginative and practical ways.
• Can own account responsibility or work on a team.
• The ideal candidate will contribute proactively to the sales team efforts and positively influences decisions. May also act as a team leader and main decision maker for team

 
Education & Experience

• 3-5 years of public sector go-to-market and partner and alliances experience preferred