Commercial Operations - Programs and Initiatives, Senior Manager
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.
Summary of Role/Position:
Seeking a Cloud Commercial Professional to join our fast-growing, Commercial Operations Organization. The Commercial Operations - Programs and Initiatives, Senior Manager will partner with Anaplan’s Partner Organization, Deal Desk, Order Management, Legal and Sales Operations and GTM IT Organizations to stand-up and roll-out GTM programs and capabilities designed to increase Anaplan’s routes to market. Initial focus will be on supporting Anaplan’s MSP programs and initiatives related to Cloud Partnerships with Google and AWS.
Daily Tasks (Roles & Responsibilities):
- Develop and roll-out commercial guidelines (pricing, terms & conditions, internal approval processes) for the MSP program portfolio.
- Develop and document sales processes for Cloud Partnership programs– inclusive of processes to forecast and report upon provisioning platforms, listing offers and transacting within AWS and GCP’s marketplace.
- Define/submit system requirements related to Opportunity Management and/or deal execution for SFDC and CPQ. Including: understanding requirements, draft and submit system changes via a JIRA ticket, work with GTM IT and affected business partners for test scripts, UAT and change management around system changes.
- Provide status updates to and develop reporting for GTM, GPO leadership around initiatives and projects.
- Serve as the SME and escalation point within the Commercial Operations Organization for any questions related to MSP/Cloud pricing programs and offers.
- Partner with commercial legal to develop order schedule templates in support of MSP/indirect sales transactions.
- Ensure programs and partner offers are structured and processed efficiently and align to company policies. Provide guidance to the field and GPO business partners in the areas of deal structuring, pricing, and contract management.
- Review, interpret and confirm contract terms and conditions; work closely with finance and legal teams to ensure all contracts are accurate. Verify compliance with internal policies (and external regulations).
- Review and approve deals for Anaplan customers and prospects.
- Anticipate issues and initiate actions to resolve them using professional judgment and concepts, company policies and procedures.
- Support Sales enablement through new hire training initiatives and ad hoc training requests as needed.
- Independently drive efficiency and process improvements. Support other commercial projects on an as-needed basis.
Profile / Background of Ideal Candidate:
- A “Customer First” perspective and ethos
- Self-Starter – able to work independently across multiple organizations and Geos and with all levels of management. Not afraid to inspire change within the organization.
- Experience with MSP and/or Reseller Programs required.
- Experience with GCP or AWS marketplace a plus.
- Outstanding business partnering skills – able to interact positively with the Sales Field and influence business outcomes.
- Excellent understanding of most Deal Support/Commercial topics (pricing, deal structuring, contracting etc.); commercial terms and conditions, familiarity with SaaS revenue recognition policies a plus
- The ability to acquire a understanding of Anaplan’s corporate goals and objectives and consider these goals/objectives within the design of offers.
- Ability to organize, prioritize, complete activities and meet deadlines daily.
- Requires strong oral and written communication skills
- Requires a 4-year college degree
- A minimum of 5 years professional experience in Deal Desk, Sales Operations or Alliances in a SaaS company.
- Requires proficiency with computer applications, such as Windows, Excel, and Word and CRM systems – Anaplan, SFDC and CPQ experience a plus.
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