Global Alliance Director, GCP

The Mission of the Anaplan GCP Partnership Go-to-Market Director is to develop and refine Anaplan’s global GCP/Marketplace GTM strategy. It is to expand our presence across all market segments and regions and grow the CSP channel as a key source of revenue growth. To do this, you will manage the GCP partnership to create a joint GTM offering with a comprehensive focus on the entire partner ecosystem: customer and partner audience adoption, infrastructure, communications, overall user experience, program design, enablement, partner management, operations, and sales.

The primary measure of success will be the implementation of a data oriented operating cadence and core critical metrics for the organization, alongside effective sales activation within GCP to achieve top line revenue goals.

Your Impact  

• Manage and grow multifaceted relationships with the Google Cloud Platform, with the expectation of delivering significant growth (and product / offering collaboration)
• Define the strategy and roadmap for execution for the joint creation of market leading assets/solutions facilitated by regional and global Systems Integrator partners (e.g., Deloitte, Accenture, etc.)
• Proactively identify and prioritize business opportunities (new verticals, use cases / outcomes, business users, etc.) in order to activate sales execution within these partner organizations; this includes the enablement of GTM organizations to be properly incentivized and trained to achieve success.
• Closely collaborate with our Product/Technology organization regarding the GCP relationship, product releases, sales activation, etc.
• Inform marketing strategy/plan to align with GTM focused sectors and solutions by region. Drive alignment between Anaplan internal marketing teams and GSIs/RSIs and GCP for successful execution.
• Oversee partner enablement at global level to ensure GCP sellers are properly trained and motivated to sell and deliver Anaplan and combined solutions.
• Work collaboratively with GCP and Field Engagement Managers to define strategic accounts and joint account planning targets, to support proactive business development
• Manage the GCP Co-Sell program – registering and fielding co-sell opportunities.
• Build programs, and collaborate with Anaplan Field Engagement Managers, to ensure GCP’s field sales organization is enabled to drive new revenue opportunities for Anaplan.
• Integrate the GCP GTM strategy with the overall Customer Success strategy for driving success of Anaplan product implementation, adoption, and expansion.
• Leverage Anaplan’s partner activity to drive visibility in marketplaces as the leading xP&A platform among potential Anaplan customers and future strategic partners
• Evaluate and prioritize partnership opportunities by performing quantitative and qualitative due diligence. Accurately forecast the results of business development activity. With a data driven approach, continually analyze, clarify, contextualize, and validate strategic partner needs. Track, measure, and report on effectiveness against targets.
• Work closely with the leadership team to develop and drive metrics that define success for GCP and the overall strategy for success.
• Be a leader within Anaplan. Work closely across sales, product, finance, customer success and marketing to ensure close alignment in the development and execution of Anaplan’s key strategic relationships

Your Qualifications

• Possesses an established network within the GCP to quickly activate sales activities; incentivize sales teams.
• Track record within a SaaS organization of revenue growth with a Hyperscaler
• Experience building key strategic relationships with major partners, cloud providers and a mastery of working across organizations to make these relationships successful
• Working knowledge of marketplace ecosystems
• 6+ years in the channel/partners sales with evidence of increasing responsibility within a software/SaaS sales environment.
• Expertise and experience in creating global cloud service provider strategy, partner programs, consumption based financial models and GTM.
• Track record of building solutions that align implementation partner IP (e.g., Deloitte, Accenture, EY) with Cloud Provider IP with SaaS platform creating unique product offerings with solid ROI.
• Proven ability to manage a large portfolio of sales activation activities to evaluate results and make trade-offs in investment to maximize ROI.
• Willingness to build a detailed understanding of the Anaplan platform
• Outstanding leadership and people management skills with the ability to successfully motivate and challenge a team at all levels of the organization

#LI-Remote