Business Development Director

Singapore
Permanent
Full-time

13 days ago

At Anaplan, we are a team of innovators focused on optimizing business decision-making through our leading AI-infused scenario planning and analysis platform so our customers can outpace their competition and the market.What unites Anaplanners across teams and geographies is our collective commitment to our customers' success and to our Winning Culture.Our customers rank among the who's who in the Fortune 50. Coca-Cola, LinkedIn, Adobe, LVMH and Bayer are just a few of the 2,400+ global companies who rely on our best-in-class platform.Our Winning Culture is the engine that drives our teams of innovators. We champion diversity of thought and ideas, we behave like leaders regardless of title, we are committed to achieving ambitious goals, and we love celebrating our wins - big and small.Supported by operating principles of being strategy-led, -based and disciplined in execution, you'll be inspired, connected, developed and rewarded here. Everything that makes you unique is welcome; join us and let's build what's next - together!Here at Anaplan, we have reinvented how companies see, plan, and run their businesses. Our platform allows our customers to uncover new insights, connect their strategy to their plans, and work in ways they had not previously thought possible. We're growing fast, constantly innovating, and couldn't be prouder to help our customers move forward with confidence in a sophisticated and changing world.We are looking for forward-thinking people who bend over backward to put customers first. Individuals who thrive on challenge and are ready to grasp the opportunity of a lifetime. Because we fundamentally believe every colleague brings unique value to our whole. We are a workplace where each person feels seen, heard, and valued, and can contribute their unique talent to our collective effort. We believe that for ourselves and for our customers.We want you to think big and act bold through expressing your authentic best self! Anaplan is looking for a tenacious Business Development Director to join our Professional Services Team in Singapore. This is a stellar opportunity to get involved in a highly visible, large scale SaaS cloud company. This role is an immediate full-time position. If you're ready to roll up your sleeves and tackle unique problems that no one else is solving, keep reading.Come see for yourself what an exciting place to work for looks like.Insight on your impactThis individual will:

Be a director level leader who will own the professional services sales strategy in partnership with the Professional Services Director, Customer Success Directors and the Go to Market teams.
Be accountable for delivering the professional services bookings target in alignment with contribution margin targets and the broader GTM strategy, including working with our partner ecosystem.
Be experienced in scoping, positioning, and selling services in line with the software lifecycle. You will have a strong functional understanding of multi-dimensional solutions across Finance, Supply Chain, and Workforce planning including data integrations.
Have tight-knit collaboration, leadership, and influencing skills with the ability to own the room with c-level executives down to process stakeholders.

Your qualifications, your influence

Responsible for new business and existing customer services sales, contract negotiations, and strategic alliance across the APAC region.
Partner with internal stakeholders to support them on the services bookings financial forecast with the Professional Services Director, Customer Success Directors and Business Partners.
Accountable for services bookings and contribution margin targets in concert with the Professional Services Director, Customer Success Directors and Business Partners.
Identify services selling opportunities with Customer Success Directors, Business Partners and Sales Account Executives.
Engage with customers on the services selling opportunities.
Responsible for clearly defined statements of work with detailed scope, including boundaries for services delivery.
Responsible for negotiating contracts with customers and prospects, including understanding the customer's procurement cycle, and facilitating legal reviews.
Responsible for relationship management and engagement with third party partners used for delivery.
Responsible for the services sales cycle to secure services bookings to meet targets.
Participate in Stage 2 sales cycle alignment meetings with Sales, Customer Success and the Village, including inputs on steps to close the deal and prioritise the project.
Define an aligned implementation approach and determine customer presentation materials, including appropriate customer demo and collateral to address customer problem statement and outline the joint approach.
Determine who is 'prime' to the customer account for the engagement. Positioning a point of view and negotiating why the engagement should be Anaplan or Partner led among stakeholders.
Prepare or review the scoping of the proposed solution and socialise among key internal stakeholders.
Finalise Partner and Anaplan contract arrangements and negotiate through legal and procurement.
Participation in mid to late sales cycle activities assessing technical or business requirements.

Preferred skills and technical familiarity

8+ years successful GSI or Consultative Professional Services experience.
Success in meeting/exceeding services sales quota (selling large complex services deals to Enterprise accounts).
Ability to work with both technical and business stakeholders.
Experience with Agile methodology.
Strong technical aptitude to learn the Anaplan solution quickly.
Strong client facing skills and a successful track record of engagement management.
Experience selling into various lines of business, multiple use cases for various industry customers.
Strong understanding of solution delivery within a software lifecycle, including architectural multi-dimensional design, requirements collecting, data integration, broad functional understanding of defining process best practices, articulating and positioning the value ascribed with services proposals, and a passion for driving success outcomes for services engagements.
Excellent Presentation skills
Executive presence
Bachelor's degree required. Master's degree preferred

Our Commitment to Diversity and InclusionBuild your job in a place that thrives on diversity, inclusion, and belonging. We believe in maintaining a hiring and working experience in which all people are respected and valued, regardless of gender identity or expression, sexual orientation, religion, ethnicity, age, neurodiversity, disability status, citizenship, or any other aspect which makes people unique. We hire you for who you are, and we want you to bring your true self to work every day!Our Commitment to Diversity, Equity, Inclusion and Belonging (DEIB)We believe attracting and retaining the best talent and fostering an inclusive culture strengthens our business. DEIB improves our workforce, enhances trust with our partners and customers, and drives business success. Build your career in a place where diversity, equity, inclusion and belonging aren't just words on paper - this is what drives our innovation, it's how we connect, and it contributes to what makes us a market leader. We believe in a hiring and working environment where all people are respected and valued, regardless of gender identity or expression, sexual orientation, religion, ethnicity, age, neurodiversity, disability status, citizenship, or any other aspect which makes people unique. We hire you for who you are, and we want you to bring your authentic self to work every day!We will ensure that individuals with disabilities are provided reasonable accommodation to participate in the job application or interview process, perform essential job functions, and receive equitable benefits and all privileges of employment. Please contact us to request accommodation.Fraud Recruitment DisclaimerIt has come to our attention that fraudulent and fictitious job opportunities are being circulated on the Internet. Prospective candidates are being contacted by certain individuals, mainly through telephone calls, emails and correspondence, claiming they are representatives of Anaplan. The main purpose of these correspondences and announcements is to obtain privileged information from individuals.Anaplan does not:

Extend offers to candidates without an extensive interview process with a member of our recruitment team and a hiring manager via video or in person.
Send job offers via email. All offers are first extended verbally by a member of our internal recruitment team whenever possible and then followed up via written communication.

All emails from Anaplan would come from an @anaplan.com email address. Should you have any doubts about the authenticity of an email, letter or telephone communication purportedly from, for, or on behalf of Anaplan, please send an email to people@anaplan.com before taking any further action in relation to the correspondence.

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