Major Account Executive - Telco, Media, Tech - Hyperscaler

📋 Description

• • As a Major Account Executive specializing in the Technology, Media, and Telecommunications (TMT) sector for Anaplan, you will be instrumental in driving the adoption of our industry-leading AI-infused scenario planning and analysis platform. This pivotal role focuses on cultivating and expanding relationships within a portfolio of 1 to 8 strategic, often existing, Anaplan customers. You will leverage your consistent track record in selling sophisticated technology solutions and managing complex accounts to help these enterprise clients optimize their business decision-making processes, enabling them to outpace market competition and achieve their strategic objectives.
• • Your primary responsibility will be to engage with targeted financial business services enterprise prospects and existing customers, identifying critical business process inefficiencies and articulating how Anaplan's unique platform can provide transformative solutions. You will be tasked with building and demonstrating the tangible business value of Anaplan throughout the entire sales engagement lifecycle. This involves skillfully navigating complex organizational structures within large enterprises to align stakeholders around the Anaplan solution and its strategic benefits.
• • A key aspect of this role is conducting highly effective, persuasive presentations and demonstrations tailored to a diverse audience, ranging from Vice Presidents to C-suite executives. You will engage with key decision-makers, including Chief Financial Officers (CFOs), Chief Revenue Officers (CROs), and senior leaders across various business functions such as supply chain, workforce planning, and other operational areas, showcasing how Anaplan can bridge the gap between financial and operational planning.
• • You will be responsible for developing and meticulously owning a coordinated account planning and opportunity planning process for your assigned strategic accounts. This includes conducting thorough market and customer analysis, identifying key stakeholders, understanding their strategic priorities, and mapping Anaplan's capabilities to address their most pressing business challenges.
• • A critical component of your success will be the consistent application of Anaplan’s value-based selling methodology and proprietary tools. You will utilize these frameworks to effectively manage sales cycles, build robust pipelines, and provide accurate business forecasts, ensuring predictable revenue growth for Anaplan.
• • Employing best-in-class account leadership skills is paramount. You will proactively identify and pursue opportunities for account expansion through strategic cross-selling and up-selling of Anaplan's comprehensive suite of solutions within your targeted accounts. This requires a deep understanding of the customer's evolving business needs and strategic direction.
• • You will perform strategic sales planning, which involves developing long-term account strategies, identifying new business opportunities, and building strong relationships with key executives and influencers within your territory. This strategic approach is crucial for accurate forecasting and sustained business growth.
• • Collaboration is key to success at Anaplan. You will work closely with a dedicated, cross-functional team of Sales Development Representatives (SDRs), Marketing specialists, Solution Consultants, and Customer Success Managers. This integrated team approach ensures a seamless customer experience and maximizes our ability to deliver value and drive business outcomes.
• • This role is designed to be a catalyst for Anaplan’s continued growth and a leader in driving digital transformation within the TMT sector. By focusing on existing, meaningful customer relationships, you will deepen Anaplan's penetration and impact, ensuring these clients continue to derive maximum value from our platform and expand their use cases.
• • You will be expected to understand the pressing business challenges faced by TMT organizations today, including digital transformation initiatives, competitive pressures, evolving customer expectations, and the need for agile, data-driven decision-making. Your ability to connect these challenges to Anaplan's solutions will be a significant differentiator.
• • Ultimately, your impact will be measured by your ability to build Anaplan's business value, drive revenue growth within your assigned accounts, and contribute to the overall success and market leadership of Anaplan in the TMT space.