Senior Director of Technology Partnerships

About the Role 

Anaplan is looking for a Senior Director of Technology Partnerships. This role will be responsible for driving the success, growth, and strategic evolution of Anaplan’s partnership across the Technology provider ecosystem – including AI, Data Cloud Provider, ISV and Cloud Service Providers (CSPs) - with a strong emphasis on revenue acceleration, co-sell activation, joint solution development, and ecosystem expansion.  

The ideal candidate will bring a proven track record of building technology partnerships within a SaaS environment, while serving as both a strategic leader and hands-on operator. This individual will work cross-functionally across Product, Sales, Marketing, Customer Success, and Finance to strengthen Anaplan’s position as the leading xP&A platform within the cloud ecosystem. 

Your Impact  

• In this role, you will define and execute the global strategy for Anaplan’s Technology partnership, identifying new market opportunities, enabling go-to-market teams, and driving joint sales execution alongside our Technology partners and Systems Integrator partners (e.g., Deloitte, Accenture, EY).  
• You will help shape differentiated solutions and market offerings, influence product collaboration and sales activation, and ensure field teams are equipped to drive meaningful customer outcomes. Success in this role will come through building executive-level partnerships, leveraging data-driven insights to optimize investment and ROI, and fostering alignment across internal and external stakeholders to accelerate growth and long-term strategic value. 

Key Responsibilities: 

• Define the landscape and strategy for Technology Partner investment spanning, AI companies, Data Cloud companies, Cloud Service Partners (CSPs), and Apps/ISV Partners.
• Manage and grow multifaceted relationships across the Technology ecosystem landscape, with the expectation of delivering significant growth (and product / offering collaboration)
• Define the strategy and roadmap for execution for the joint creation of market leading assets / solutions facilitated by regional and global Systems Integrator partners (e.g., Deloitte, Accenture, etc.)
• Proactively identify prioritize business opportunities (new verticals, use cases / outcomes, business users, etc.) in order to activate sales execution within these partner organizations; this includes the enablement of GTM organizations to be properly incentivized and trained to achieve success.  
• Closely collaborate with our Product/Technology organization regarding Tech partner relationship, product releases, sales activation, etc.
• Inform marketing strategy/plan to align with GTM focused sectors and solutions by region. Drive alignment between Anaplan internal marketing teams and GSIs/RSIs and Tech Partnersfor successful execution. 
• Oversee partner enablement at global level to ensure Partner sellers are properly trained and motivated to sell and deliver Anaplan and combined solutions.
• Work collaboratively with Tech Partners and Field Engagement Managers to define strategic accounts and joint account planning targets, to support proactive business development
• Manage the Co-Sell programs, registering and fielding co-sell opportunities.
• Build programs, and collaborate with Anaplan Field Engagement Managers, to ensure Tech Partners field sales organization is enabled to drive new revenue opportunities for Anaplan.
• Integrate the Tech Partner GTM strategy with the overall Customer Success strategy for driving success of Anaplan product implementation, adoption, and expansion.
• Evaluate and prioritize partnership opportunities by performing quantitative and qualitative due diligence. Accurately forecast the results of business development activity. With a data driven approach, continually analyze, clarify, contextualize, and validate strategic partner needs. Track, measure, and report on effectiveness against targets.
• Work closely with the leadership team to develop and drive metrics that define success.
• Be a leader within Anaplan. Work closely across sales, product, finance, customer success and marketing to ensure close alignment in the development and execution of Anaplan’s key strategic relationships 

Your Qualifications 

• Possesses an established network within the Technology/AI/SaaS/CSP ecosystem
• Track record within a SaaS organization of revenue growth with Technology/ISV/CSP Partners
• Experience building key strategic relationships with major technology partners and/or cloud providers and a mastery of working across organizations to make these relationships successful
• Working knowledge of marketplace ecosystems
• 6+ years in the channel/partners sales with evidence of increasing responsibility within a software / SaaS sales environment.
• Expertise and experience in creating global technology and/or cloud service provider strategy, partner programs, consumption based financial models and GTM.Track record of building solutions that align implementation partner IP (e.g., Deloitte, Accenture, EY) with Partner IP with SaaS platform creating unique product offerings with solid ROI.
• Proven ability to manage a large portfolio of sales activation activities to evaluate results and make trade-offs in investment to maximize ROI.
• Strong technical acumen and well versed in emerging technical trends.
• Willingness to build a detailed understanding of the Anaplan platform
• Outstanding leadership and people management skills with the ability to successfully motivate and challenge a team of talented and creative people at all levels of the organization. 

Personal Characteristics

• Genuine, empathetic, humble, and values-driven team player and cross-functional collaborator. Intellectually curious, a strategic thinker.
• Passionate about recruiting, motivating, and retaining high performing teams. 
• Player/Coach - ability to be both a leader and hands on “doer”.
• Analytical and data-driven with a modern view on cloud partnerships, technologies, and philosophies.  
• Decisive and action-oriented; ability to make, communicate, and take accountability for timely decisions.
• Exceptional listener and communicator who effectively conveys information verbally and in writing.
• Hands-on, somebody comfortable operating within a fast-growing public company.
• High integrity, principles, and ethics.