Major Account Executive - Telco, Media, Tech- Hyperscaler

Anaplan, Inc.

Job Overview

Location

Boston

Job Type

Full-time

Full Job Description

📋 Description

• As a Major Account Executive specializing in the Technology, Media, and Telecommunications (TMT) sector, you will be instrumental in driving Anaplan's growth by selling our leading AI-infused scenario planning and analysis platform to hyperscale clients.
• This pivotal role involves leveraging your proven track record in selling sophisticated technology solutions and managing complex accounts to expand Anaplan's footprint within a portfolio of 1 to 8 strategic, often existing, high-value customers.
• You will act as a catalyst for digital transformation, helping industry leaders understand the profound impact of Anaplan's connected planning solution and how it bridges the critical gap between financial and operational decision-making.
• Your primary objective will be to build significant business value throughout the entire sales engagement, navigating intricate organizational structures to align prospects with Anaplan's unique capabilities.
• You will engage directly with targeted enterprise prospects within the TMT sector, meticulously identifying broken business processes and articulating how Anaplan's platform offers a superior solution.
• A key responsibility is to conduct highly effective, persuasive presentations and demonstrations tailored to C-suite executives, including CFOs, CROs, and senior leaders across supply chain, workforce planning, and other vital business functions.
• You will develop and meticulously own a coordinated account planning and opportunity planning process, ensuring strategic alignment and maximizing potential within each account.
• Applying Anaplan's established value-based selling methodology and proprietary tools will be crucial for managing sales processes effectively and generating accurate business forecasts.
• Exceptional account leadership skills are paramount, enabling you to identify and capitalize on expansion opportunities through cross-selling and up-selling within your designated accounts.
• You will perform strategic sales planning, which is essential for accurate forecasting and achieving ambitious revenue targets.
• Collaboration is key; you will work closely with a cross-functional team comprising Sales Development Representatives, Marketing specialists, Solution Consultants, and Customer Success Managers to ensure a cohesive and successful client engagement.
• Your role extends to understanding the pressing business challenges faced by TMT organizations today, positioning Anaplan as the indispensable solution for navigating these complexities and achieving strategic objectives.
• You will be responsible for building and nurturing strong relationships with senior executives at the highest levels of target accounts, fostering trust and demonstrating Anaplan's commitment to their long-term success.
• This position offers a unique opportunity to contribute to Anaplan's continued market leadership and to shape the future of business planning for some of the world's most influential companies.
• You will be empowered to drive business and revenue growth onto the Anaplan platform by consistently demonstrating the tangible value and ROI our solutions deliver.
• The role demands a proactive approach to understanding market trends and competitive landscapes within the TMT sector, enabling you to position Anaplan strategically.
• You will manage the entire sales cycle from prospecting and qualification to negotiation and closing, ensuring a seamless and positive experience for prospective clients.
• Success in this role means not only meeting but exceeding ambitious sales quotas and targets, with a proven history of closing multiple seven-figure Annual Contract Value (ACV) deals.
• You will leverage your existing network and build new connections within the TMT industry, fostering strong relationships with both customers and partners.
• The ability to articulate complex technical and business concepts in a clear, concise, and compelling manner to diverse audiences is essential.
• You will be expected to maintain a deep understanding of Anaplan's platform capabilities and its competitive advantages within the enterprise planning software market.
• This role is ideal for a driven sales professional who thrives in a dynamic, fast-paced environment and is passionate about helping businesses achieve their strategic goals through innovative technology solutions.
• You will contribute to Anaplan's Winning Culture, characterized by a commitment to customer success, diversity of thought, leadership at all levels, ambitious goal achievement, and celebrating wins.

🎯 Requirements

• 8+ years of consultative sales experience, ideally selling SaaS solutions into Fortune 2000 companies.
• Demonstrated success selling into the Technology, Media, and Telecommunications (TMT) sector, with a strong understanding of its unique business challenges.
• Proven track record of consistently overachieving sales quotas and targets, including closing multiple seven-figure Annual Contract Value (ACV) deals.
• Experience selling sophisticated technology solutions and managing complex, long-term account relationships.
• Strong executive network within the TMT industry, spanning from Director- to C-level executives.

🏖️ Benefits

• Competitive base salary range of $139,000 - $188,000 USD, commensurate with experience.
• Generous commission structure and potential for significant earnings based on performance.
• Comprehensive health, dental, and vision insurance plans.
• Opportunities for professional development, continuous learning, and career advancement within a rapidly growing global company.
• A dynamic and inclusive work environment that fosters innovation, collaboration, and celebrates success.

Skills & Technologies

Remote

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Anaplan, Inc.

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About Anaplan, Inc.

Anaplan, Inc. provides a cloud-native, enterprise-grade planning and performance-management platform that connects financial, operational, and line-of-business data in real time. Its proprietary Hyperblock calculation engine enables multidimensional modeling, scenario testing, and continuous forecasting across sales, supply chain, workforce, and finance use cases. Organizations use Anaplan to replace fragmented spreadsheets, accelerate budgeting cycles, align resources with demand, and monitor KPIs through interactive dashboards. The subscription SaaS supports no-code app building, workflow automation, and role-based collaboration, integrating via APIs with ERP, CRM, HRIS, and BI systems. Founded in 2006, the company is headquartered in San Francisco and serves global Fortune 2000 clients.

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