Partner Sales Director, Public Sector

Anaplan is looking for a Partner Sales Director to lead the Public Sector segment in the Americas. This is a stellar opportunity to get involved in a highly visible, large-scale SaaS cloud company. If you’re ready to conquer complex problems that no one else is solving, keep reading 

This role is responsible for driving Anaplan's Public Sector partner sales strategy in conjunction with: 

• North America Alliance Directors: who manage our largest and most strategic partner relationships through detailed business planning and go-to-market development to drive sourced and co-sold revenue
• Partner & Alliance Teams: to drive target agency and account planning, sales play development, new routes to market (including contract vehicles and reseller channels), effective Anaplan field engagement, pipeline progression, and delivery readiness
• Anaplan Sales: responsible for Public Sector go-to-market across Federal, State & Local, and Education, and for client-specific sales motions that bring mission-relevant solutions to market and identify partner-originated and co-sell opportunities to influence agency and institution buying cycles
• Customer Success: responsible for customer retention and expansion, ensuring partners drive post-sale platform adoption, roadmap development, and measurable mission and value outcomes
• Marketing: responsible for extending the Anaplan message to public sector audiences and driving pipeline generation in support of solution plays 

This role requires a deep understanding of the Anaplan partner ecosystem as it serves the public sector, including federal and public sector-focused system integrators, strategic advisory firms, value-added resellers and distributors that hold contract vehicles, cloud service providers (including government cloud regions), technology ISVs, and boutique consultancies at the field level (by segment, agency, and function). 

Understanding the complexities and functional value drivers of Enterprise Performance Management (EPM) in a government context, such as budget formulation and execution, grants and program funding, workforce planning, and cost transparency, along with knowledge of Anaplan's public sector addressable market, procurement dynamics, and go-to-market approach, is highly preferred. 

The role is a direct report to the Senior Director, Partner Sales for the Americas, with dual accountability to the Public Sector Area Vice Presidents of Sales for the Americas. 

 

Your Impact

Primarily, you will be responsible for authoring and delivering originated/sourced revenue, co-sold revenue, and pipeline creation to meet or exceed Americas Public Sector sales goals through the development of a detailed Public Sector partner strategy and business plan, in coordination with Americas alliance managers. 

You will contribute to the development and evangelism of the Americas Partners & Alliances strategy as it supports Anaplan's overall growth goals, striving to build a best-in-class partner program within SaaS. 

You will manage policies and plans to avoid conflict with partners who participate in direct and indirect channels, including partners selling through government contract vehicles. This includes communicating clear rules of engagement and driving pipeline governance with internal teams and partners. In strategy development, you will help illuminate new public sector market opportunities, ensure a high-impact solution play portfolio aligned to agency and institutional priorities, and ensure partner collaboration from pre-sale through post-sale cycles, including compliance, security, and procurement readiness. 

You will also work with Anaplan field sales to identify potential new partnership opportunities within Public Sector to augment our global partner organization, including partners with established agency relationships, cleared resources, or access to key contract vehicles. 

 

Execution & Alignment with Sales NNACV and Pipeline Goals 

Success is tied directly to the Public Sector Area Vice Presidents of Sales for the Americas' goals via the contribution of primarily sourced ACV as well as co-sold ACV by Anaplan partners, while also ensuring delivery readiness. 

• Builds a comprehensive, electronic network/relationship map of Anaplan partner leaders in the Public Sector segment, including integrators, resellers, CSPs, and ISVs, continuously adding new relationships and curating existing ones to influence greater Anaplan sales development.
• Creates awareness of partners' capabilities with Anaplan's sales teams by developing marketing, enablement, and go-to-market programs in conjunction with Partner Alliance Directors, increasing awareness and fair representation of partners serving Federal, SLED, and Education. Helps identify and drive solution offerings that provide value to Anaplan in key public sector vertical and horizontal solution areas.
• Responsible for the day-to-day, field-level relationship and pipeline management of channel partners at the Public Sector sales pod level. Within each pod, field team members regularly evaluate the partner talent ecosystem and provide insights to global partner leadership on where existing partners are succeeding and where they lack sufficient sales, pre-sales, model-builder, solution architect, or cleared-resource talent to support the needs of the pod in both direct and indirect models.
• Facilitates and extends relationships for the Public Sector Area Vice Presidents and other Americas leadership with thought leaders and change agents at impactful partners.
• Manages and monitors compliance and hygiene of all sales processes, ensuring accurate data (e.g., pipeline, origination, co-sell, resell, cloud, contract vehicle) is correctly tagged with minimal attribution conflict.
• Tracks public sector buying cycles, including fiscal year-end timing, budget and appropriations cycles, and procurement milestones, to time partner engagement and forecast pipeline accurately. 

 

Your Qualifications 

For this role we are looking for: 

• Experience in Cloud and SaaS software sales, consulting, customer support, and/or partner management. This is a must.
• Experience selling to or through partners in the public sector (Federal, SLED, and/or Education), including familiarity with contract vehicles, resellers, and public procurement processes, is strongly preferred.
• You are a strategic problem solver but execution oriented. This role is a catalyst for leading change in our overall go-to-market strategy with partners.
• You possess public sector industry knowledge and the gravitas to collaborate with both global and federal-focused system integrator partners and C-suite leaders at boutique partner organizations.
• You can prioritize an intense workload while identifying the opportunities that will drive the biggest return on investment.
• You have a track record in sales and go-to-market execution and can articulate the results you have driven.
• You are metrics-driven and able to measure, manage, and adjust to achieve your goals.
• You can multitask across objectives, service lines, sales reps, leadership, partners, marketing, and product functions.
• We would like to see evidence of how you have established trusted, deep relationships with key stakeholders on all sides of the partnership landscape.
• Demonstrable experience in Business Development, including alliance establishment, alliance management, and marketing.
• Experience identifying market opportunities with a track record of instigating go-to-market plans and subsequent sales follow-through.
• Commercially astute, with the ability to promote the Anaplan proposition conceptually by illustrating business benefits and mission outcomes.
• Working knowledge of public sector compliance and security considerations (e.g., FedRAMP, StateRAMP, data residency) and how they shape partner and solution strategy.
• Ability to communicate with both technical and non-technical audiences and present the business value of the proposition.
• A good communicator and presenter with strong negotiation skills and sound interpersonal skills, with the ability to influence all levels of an organization.