Business Development Director

Overview

We’re seeking a tenacious Business Development Director to join our Professional Services Team in Singapore . This is an immediate full-time opportunity in a large-scale SaaS cloud company. If you’re ready to roll up your sleeves and tackle unique problems that no one else is solving, keep reading.

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. Our customers include Fortune 50 leaders such as Coca-Cola, LinkedIn, Adobe, LVMH and Bayer — 2,400+ global companies rely on our platform. Our Winning Culture champions diversity of thought, leadership, ambitious goals, and a celebration of wins. We are strategy-led, values-based and disciplined in execution, and we strive to ensure everyone feels seen, heard and valued. We’re growing fast, innovating, and helping customers move forward with confidence in a changing world.

We want you to think big and act bold through expressing your authentic best self. This is your opportunity to join a highly visible, large-scale SaaS company and make an impact.

Responsibilities

• 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.
• Participate in mid to late sales cycle activities assessing technical or business requirements.

Qualifications

• 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 of 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, with multiple use cases for various industry customers.
• Strong understanding of solution delivery within a software lifecycle, including architectural multi-dimensional design, requirements gathering, data integration, and defining process best practices, articulating and positioning the value of services proposals, and driving success outcomes for services engagements.
• Excellent presentation skills.
• Executive presence.
• Bachelor’s degree required. Master’s degree preferred.

Our Commitment to Diversity, Equity, Inclusion and Belonging

Build your career 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 authentic self to work every day.

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