Sr. Manager, Sales Plays

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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, Linked In, 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!

Overview

Anaplan is seeking a dynamic leader to help drive the development & evolution of a set of differentiated selling value propositions (sales plays) aimed at solving high-impact, high value industry specific challenges for our customers through Anaplan. These sales plays will form a critical aspect of our GTM selling motion and aim to deliver high value to our customers and drive higher productivity (win rates, ASPs) for Anaplan.

This role offers an exciting opportunity to influence and shape our GTM strategy and lead a highly cross-functional initiative across marketing, product/COE, pre-sales, sales, alliances, enablement, GTM Ops and customer success. This role will be a part of our GTM Strategy & Planning team.



Key Responsibilities

• Lead cross-functional team, across marketing, pre-sales, sales, alliances, enablement, GTM Ops and customer success, to build & evolve a set of differentiated value propositions and associated sales collateral (e.g., customer first meeting decks | business value calculators | process discovery frameworks)
• Develop and drive overall project plan (milestones, dependencies) to coordinate efforts across these teams, and drive alignment, expectations, and delivery at the tactical level.
• Build out a structured release roadmap in collaboration with functional leaders from product/COE, marketing, sales, pre-sales, enablement, and alliances. Actively problem-solve and resolve blockers to ensure timely delivery against roadmap
• Collaborate with product teams and product leadership to coordinate and align product capability roadmap with the ‘sales play’ roadmap, project plans, and content
• Provide inputs / shape the development of high-quality assets, building in appropriate feedback loops with subject matter experts across sales leadership, sales and pre-sales
• Develop and institutionalize a feedback loop to enable continuous improvement of propositions already rolled out to field including the active management of and engagement with our Sales Play Advisory boards
• The role will drive measurable outcomes including increased adoption of Sales Plays by the field and lift in sales force efficiency in the deal process
• Other outcomes include an increase in the active collaboration of stakeholders in the development of Sales Plays and the evolution of our Sales Plays to be more effective in driving the fields efficiency and effectiveness

• 5-10 years of B2B product/ industry marketing, Sales Enablement, Project Management, and/ or Pre-sales experience
• Strong delivery management skills, with the ability to translate vision into actionable plans and deliverables
• Strong project and program management skills - Demonstrated experience of leading and delivering large, cross-functional programs. Project Management certification a plus (PMP, CAPM, etc.)
• Proven experience in developing cohesive and impactful deliverables for the C-Suite as well as for sellers in the field. Must have…