Major Account Executive - Telco & Media

Anaplan is hiring a MAJOR ACCOUNT EXECUTIVE. In this role, you will take your consistent record of selling sophisticated technology solutions and account management and sell an incredibly versatile platform. Our sales team is helping industry leaders understand the impact of Anaplan’s product and how our connected planning solution is bridging the gap between financial and operational decision-making. You will help our customers achieve their immediate business goals while setting their business up for the future.

This role will be a catalyst to Anaplan’s continued growth while leading digital transformation. Reporting directly to the Regional Vice President (RVP), you will navigate large organisations handling between 1 and 8 strategic accounts, in most cases existing and meaningful Anaplan customers. You will be supported by an experienced, cross-functional team to assist in your success to build customer value and drive business and revenue onto the Anaplan platform.

Your Impact

• Engaging with targeted telco & media enterprise prospects/customers to identify broken business processes and position Anaplan’s unique ability to solve the problem,
• Build Anaplan’s business value throughout the selling engagement. Navigating sophisticated prospect/customers environments to align them around the Anaplan solution,
• Conduct highly effective presentations to VP through C-level executives and key C-suite level decision makers including CFOs, CROs, and senior leaders in supply chain, workforce, and other business functions,
• Develop and own coordinated account planning and opportunity planning process,
• Apply Anaplan’s value-based selling methodology and tools to run sales processes and accurately forecast business,
• Employ best-in-class account leadership skills to identify account expansion opportunities by cross-selling and up-selling opportunities within targeted accounts,
• Perform strategic sales planning, leading to accurate forecasting of the business,
• Work with cross functional members of Sales Development Reps, Marketing, Solution Consultants, and the Customer Success teams

Your Qualifications

• Demonstrated experience selling into telco/media accounts,
• Demonstrated understanding of the pressing business challenges faced by telco/media organisations today,
• 8+ years consultative sales experience into Fortune 2000 companies, ideally in SaaS solutions,
• Success selling into the highest levels of accounts with a C-Suite focus,
• Track record of overachieving sales quota & targets, including shown history of multiple seven-figure annual contract value (ACV) deals (services and/or software),
• Strong senior executive network in your territory with customers and partners in relevant industry,
• Proven experience with sophisticated partner & internal team organisations,
• Proven executive network in the telco/media industries, spanning from Director- to C-level executives
• Business, Finance, Economics, related BS/BA degree or relevant years of experience

Preferred Skills

• Experience with Outreach, SFDC, LinkedIn Sales Navigator a plus
• Account Planning experience Altify, MEDDPICC, Miller Heiman