Federal Business Development Director

Job Summary

As a Federal Business Development Director, you are responsible for building the relationship between Anaplan and our top Federal Partners. Your ability to uncover new opportunities for partnership and align efforts from across both Fed Civilian and DOD will be imperative to your success. You will be required to work with Cross-functional teams from Anaplan’s Territory Sales, Systems Engineering, Channel Marketing, Field Marketing, Alliances 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.

Essential Functions

The essential responsibilities of this role is to build, develop and support Federal Partners to develop sales opportunities, and to work effectively across functions with other Anaplan employees to build the partnership:

• Demonstrate leadership and initiative.
• Provide coaching and management oversight to the Anaplan and Federal Partner sales teams to help them drive their sales strategy and goal attainment.
• Use prior relationships to develop 8a, MBE/WBE and other federal partners
• Work closely with sales management on the development and execution of a sales strategy; adhere to available resources and district sales objectives.
• Participate in strategic planning sessions with the Federal Partner and Anaplan sales management team on a quarterly and annual basis.
• Plan and direct channel activities including implementing forecasts, marketing program development, relationship development, customer satisfaction and collateral material development and distribution.
• Schedule and attend sales call appointments with a prospect in partner organization.
• Create sales team alignment between the Federal 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.
• Be seen and treated by the Federal 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.
• Develop an account management plan to sell to customer based on their business need.
• Develop territory maps to reflect accounts/departments covered by the Federal 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.

Job Responsibilities

• Strong verbal and written communications skills including presentation skills.
• Ability to work collaboratively with employees within the sales function and across functions including Marketing, Sales Operations, System Engineering, and Product Development.
• A strong understanding of the sales process and Channel Sales.
• Experience with target account selling, solution selling, and/or consultative sales techniques.
• An aptitude for understanding how both office of finance and supply chain requirements.
• As a seasoned, experienced professional, with a full understanding of industry practices and company policies and procedures, this individual will apply attained experiences and knowledge in solving 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

• 10+ federal partner experience preferred