Services Engagement Director APAC

7 months ago

Singapur, Singapore Anaplan Full time

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 Services Engagement 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 impact

This individual will:

Be a director level leader who will own the professional services sales strategy in partnership with the Professional Services Director. Be collaborative and a self-starter, working in lockstep with the Sales team members to identify pipeline and to drive and support the Sales cycle through to close. Be accountable for delivering the Professional Services Bookings and Contribution Margin targets with contributions from the Customer Success Directors and Customer Success Business Partners as well as from third party partners for subcontracted work. Be experienced in delivering / positioning / selling services in a software lifecycle, specifically with strong understanding of architecting multi-dimensional solutions with data integrations, including associated resourcing and effort. 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 and Sales Leadership. Identify services selling opportunities in collaboration with our Sales and Customer Success teams, including Sales Account Executives and Customer Success Business Partners. Engage with Customers on position the value of and estimation of services selling opportunities. Responsible for well scoped statements of work for services delivery, in collaboration with our Solution Architects. Responsible for positioning the value of Professional Services and 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 1-2 sales cycle alignment meetings with Sales, Customer Success, and Alliances, including inputs on steps to close the deal, resourcing, and project prioritisation. 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

5+ 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

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