Alliances Director - Managed Services Partnerships

The individual will play a leading role in alignment with the global partner strategy of Anaplan, serving as the Partner GTM lead for Managed Services Heritage firms (e.g., TCS, Wipro, Cognizant, Infosys). This role focuses on the global activation of these SI partnerships, working to incubate, establish, and grow strategic relationships from currently opportunistic ones, ensuring full alignment to set growth objectives.

Responsibilities

• Grow Partner-Led Revenue: The core focus is building and growing partner-led revenue (both sourced and engaged) globally with Managed Services Heritage firms.
• Incubate and Elevate Partnerships: Transform opportunistic relationships into established, growing, and strategic global partnerships.
• Executive Alignment: Build, foster, and facilitate executive sponsorships and relationships to ensure close collaboration and support across key business stakeholders globally.
• Enablement and Joint GTM: Onboard, enable, and build joint sales plays and offerings with strategic SI partners. Define clear strategic partner alignment to support sales, increase wallet-share in accounts by origination, and secure new customers.
• Market Connection: Connect and establish local sales relationships across various global markets to drive demand generation and joint business opportunities.
• Solution Development: Develop deep knowledge of Anaplan offerings and services to expand the partners' portfolio, creating differentiated joint solutions that broaden and deepen market coverage to build incremental revenue growth.
• Performance Monitoring: Continuously review and develop global partnership engagements and services metrics, monitor performance, and implement appropriate plans to attain continued results.

Aptitude

• Lead by example, advocate, and set appropriate expectations to foster strong global collaboration between Anaplan teams and go-to-market partners.
• Provide effective leadership and management to ensure partners are highly engaged and delivering to set KPIs.
• Ensure active communication of vision, priorities, and progress to the business to foster engagement, awareness, and motivation.
• Ensure the provision of ongoing investment and development of partner resources; build up skilled and qualified customer success capabilities.
• Contribute to continuous process improvement and sharing of best practices across global markets.
• Awareness and understanding of the global regulatory framework in which the partners operate, ensuring adherence to Anaplan's policies, procedures, requirements, and compliance relevant to the role.

Ideal Candidate

• Specific SI Experience: Deep knowledge of and prior experience working directly with Managed Services Heritage firms (e.g., TCS, Wipro, Cognizant, Infosys).
• Global Navigation: Demonstrated ability to successfully navigate, execute, and build relationships in a cross-market global capacity.
• Strategic Growth: Proven experience in building, growing, and executing strategic SI relationships and transforming opportunistic connections into strategic partnerships.
• SaaS solutions experience.
• Reputation as a thought leader and solid communicator of business value.
• Strong connector, collaborative, and team-oriented.

Qualifications and Experience

• Total of 12+ years in technology with significant relevant experience in sales and/or partner management.
• Deep knowledge of the global System Integrators landscape, particularly Managed Services Heritage firms, including markets, solutions, and GTMs.
• Outstanding track record of success in selling SaaS solutions.
• Solid reputation as a thought leader and communicator of business value.
• Proven track record of incubating, establishing, and growing strategic partner-led revenue (sourced and engaged) globally.
• Open to global travel as required.