Major Account Executive - Telco, Media, Tech - Hypescaler

📋 Description

• • As a Major Account Executive specializing in the Technology, Media, and Telecommunications (TMT) sector at Anaplan, you will be instrumental in driving digital transformation for our most strategic clients. This role offers a unique opportunity to leverage your proven expertise in selling sophisticated technology solutions and managing complex accounts, applying it to Anaplan's industry-leading AI-infused scenario planning and analysis platform. You will engage with Fortune 2000 companies, specifically within the TMT industry, to identify critical business challenges and demonstrate how Anaplan's connected planning solution bridges the gap between financial and operational decision-making, enabling them to achieve immediate business goals and secure future success.
• • You will be responsible for navigating large, sophisticated organizations, managing a portfolio of 1 to 8 strategic accounts, many of which are existing and significant Anaplan customers. Your primary objective will be to build deep, value-driven relationships with these accounts, expanding Anaplan's footprint and driving substantial revenue growth onto our platform.
• • A key aspect of your role will involve engaging with targeted enterprise prospects to uncover and address broken business processes. You will articulate Anaplan's unique value proposition, demonstrating how our platform can solve complex problems and optimize decision-making across various business functions.
• • You will be expected to build and articulate Anaplan's business value throughout the entire sales engagement cycle. This requires navigating complex organizational structures and aligning diverse stakeholder groups around the Anaplan solution, from initial contact through to closing significant deals.
• • Conducting highly effective presentations and demonstrations tailored to C-suite executives, including CFOs, CROs, and senior leaders in supply chain, workforce planning, and other critical business areas, will be a core responsibility. You will need to clearly communicate the strategic impact and ROI of Anaplan's platform.
• • Developing and owning a coordinated account planning and opportunity planning process for your assigned strategic accounts is crucial. This involves understanding the client's long-term strategy, identifying key initiatives, and mapping Anaplan's capabilities to their evolving needs.
• • You will apply Anaplan's established value-based selling methodology and utilize our suite of sales tools to effectively manage sales processes, accurately forecast business, and achieve ambitious revenue targets.
• • Employing best-in-class account leadership skills will be essential for identifying and capitalizing on account expansion opportunities. This includes proactively seeking cross-selling and up-selling opportunities within your targeted accounts by understanding their broader business objectives and how Anaplan can support them.
• • Performing strategic sales planning is fundamental to this role, ensuring accurate and reliable forecasting of your business pipeline and revenue. This requires a deep understanding of your accounts, the market, and Anaplan's competitive positioning.
• • You will collaborate closely with a cross-functional team, including Sales Development Representatives (SDRs), Marketing, Solution Consultants, and Customer Success Managers. This collaborative approach ensures a cohesive and effective go-to-market strategy and seamless customer experience.
• • This role is a catalyst for Anaplan's continued growth, empowering you to lead digital transformation initiatives for some of the world's most influential companies. You will report directly to the Regional Vice President (RVP), receiving strong support from an experienced team dedicated to your success in building customer value and driving business and revenue onto the Anaplan platform.
• • You will be expected to consistently achieve and exceed sales quotas and targets, with a proven history of closing multiple seven-figure Annual Contract Value (ACV) deals, encompassing both software and services. This requires a deep understanding of complex enterprise sales cycles and the ability to articulate significant business value.
• • Cultivating and maintaining a strong senior executive network within your territory, including key contacts at both customer and partner organizations within the TMT industry, is vital for success. This network will be leveraged to identify new opportunities and build strategic relationships.
• • Demonstrating proven experience working effectively with sophisticated partner ecosystems and internal, cross-functional team organizations is essential for navigating and winning complex deals.
• • You will leverage your business acumen, ideally with a background in Business, Finance, or Economics, or equivalent relevant experience, to understand client financial models and operational challenges, positioning Anaplan as a strategic solution.
• • This role is ideal for a motivated and results-oriented sales professional who thrives in a dynamic, high-growth environment and is passionate about helping enterprise clients achieve their strategic objectives through innovative technology solutions.