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.
What unites Anaplanners across teams and geographies is our collective commitment to our customers’ success and to our Winning Culture.
Our customers rank among the who’s who in the Fortune 50. Coca-Cola, LinkedIn, Adobe, LVMH and Bayer are just a few of the 2,400+ global companies who rely on our best-in-class platform.
Our Winning Culture is the engine that drives our teams of innovators. We champion diversity of thought and ideas, we behave like leaders regardless of title, we are committed to achieving ambitious goals, and we love celebrating our wins – big and small.
Supported by operating principles of being strategy-led, values-based and disciplined in execution, you’ll be inspired, connected, developed and rewarded here. Everything that makes you unique is welcome; join us and let’s build what’s next - together!
Seeking a passionate and experienced Deal Desk expert to join our global Commercial Operations team. This Strategic Deal Manager will be a trusted business partner to the Sales organization and Finance leadership, with a specialized focus on our rapidly growing indirect sales channels. This person needs to be based in one of the Anaplan office hub locations: Reston, VA, Miami, FL , Minneapolis or NYC and should be willing to work 2 days in office.
This role will focus approximately 50% on providing direct deal support for strategic deals and 50% dedicated to acting as a subject matter expert (SME) for our channel business. The successful candidate will serve as the global commercial lead for Cloud Marketplaces (AWS, GCP, Azure) and the regional lead for Reseller transactions. You will be responsible for designing, constructing, and contracting innovative and value-based SaaS offers for many of Anaplan’s largest customers, while also shaping the commercial strategy and operational framework for our key partnerships.
Daily Tasks (Roles & Responsibilities)
Deal Support (Strategic Deals):
- Provide expert guidance to the Sales field, Partner Alliances and Sales Leadership in the areas of deal structuring, pricing, and contract management related to B2B opportunities that are transacted directly with customers, via MSP, reseller channel and / or via marketplace cloud providers.
- Participate in deal reviews with Sales and Sales Leadership to help drive account-level strategy on pricing and commercial terms.
- Review, interpret, and confirm contract terms and conditions; work closely with Finance and Legal teams to ensure all contracts are accurate and compliant. Verify compliance with internal policies and external guidelines, as may be relevant for transactions via marketplace cloud providers.
- Responsible for drafting, redlining, and finalizing customer contracts including new, add-on, and renewal business for SaaS Subscription Services.
- Ensure deals are structured and processed efficiently, aligning with company policies and revenue recognition guidelines.
- Serve as the global subject matter expert within the Commercial Operations Team related to deal structuring, contract management and quote to cash process for transactions via MSP, reseller channel and / or via marketplace cloud providers (including AWS, Google, Microsoft).
- Close collaboration with Partner Alliances Team, and other strategic stakeholders, related to Anaplan’s marketplace listings, programs and transactions via reseller channel and / or marketplace cloud providers.
- Close collaboration with Commercial Operations and IT related to smooth operation of marketplace.
- Develop and maintain user guides, and commercial guidelines related to transactions via reseller channel and / or marketplace.
- Document and maintain sales processes for transactions via reseller channel and marketplace cloud providers.
- Support enablement through training initiatives and ad hoc training requests as needed.
- As Anaplan's Marketplace offerings mature, the time commitment for this aspect of the role is expected to decrease.
- Anticipate issues and initiate actions to resolve them using professional judgment and concepts, company policies and procedures.
- Independently drive efficiency and process improvements within the deal lifecycle.
Marketplace & Reseller SME
- Serve as the global Commercial Operations lead and subject matter expert for all Cloud Service Provider Marketplace transactions (AWS, Azure, GCP).
- Act as the regionalR lead and primary point of contact for the Commercial Ops team on Reseller business and programs, providing deal structuring guidance and ensuring operational alignment.
- Manage relationships with key technology partners (e.g., Tackle.io) and maintain direct communication with cloud providers as needed.
- Oversee the smooth operation and integration of marketplace private offer tools, driving the adoption of new features and capabilities.
- Review and approve commercial conditions for reseller programs, ensuring alignment with Anaplan’s quote-to-cash process.
- Develop and maintain enablement materials, user guides, and commercial guidelines for both Marketplace and Reseller transactions.
- Lead cross-functional collaboration with Infrastructure, Finance, Legal, and the Global Partner Organization to support strategic initiatives and ensure operational excellence.
- As Anaplan’s Marketplace offerings mature, the time commitment for this aspect of the role is expected to decrease.
Profile / Background Of Ideal Candidate
- A “Customer First” perspective and ethos.
- A minimum of 5 years of direct deal support, deal desk, or contract management experience within a SaaS or enterprise software company.
- A minimum of 2 years of direct experience working with Cloud Service Provider Marketplaces (e.g., AWS, Azure, GCP) and Reseller Programs.
- Excellent understanding of core Deal Support topics (pricing, deal structuring, contracting) and familiarity with SaaS revenue recognition policies.
- Deep understanding of commercial legal terms and conditions.
- Outstanding business partnering skills – able to interact positively with Sales, a diverse range of internal stakeholders, and influence business outcomes.
- Strong oral and written communication skills, with the ability to organize, prioritize, and meet deadlines in a fast-paced environment.
- Requires proficiency with computer applications such as Excel and Word, and CRM/CPQ systems (Salesforce, Conga experience is a strong plus).
- Self-Starter – able to work independently across multiple organizations and Geos and with all levels of management.
- Experience with structuring and transacting deals via reseller channel, MSP and marketplace cloud providers.
Base Salary Range
$106,000—$152,000 USD
Our Commitment to Diversity, Equity, Inclusion and Belonging (DEIB)
We believe attracting and retaining the best talent and fostering an inclusive culture strengthens our business. DEIB improves our workforce, enhances trust with our partners and customers, and drives business success. Build your career in a place where diversity, equity, inclusion and belonging aren’t just words on paper – this is what drives our innovation, it’s how we connect, and it contributes to what makes us a market leader. We believe in a hiring and working environment where 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!
We will ensure that individuals with disabilities are provided reasonable accommodation to participate in the job application or interview process, perform essential job functions, and receive equitable benefits and all privileges of employment. Please contact us to request accommodation.
Fraud Recruitment Disclaimer It has come to our attention that fraudulent and fictitious job opportunities are being circulated on the Internet. Prospective candidates are being contacted by certain individuals, mainly through telephone calls, emails and correspondence, claiming they are representatives of Anaplan. The main purpose of these correspondences and announcements is to obtain privileged information from individuals.
Anaplan does not:
- Extend offers to candidates without an extensive interview process with a member of our recruitment team and a hiring manager via video or in person.
- Send job offers via email. All offers are first extended verbally by a member of our internal recruitment team whenever possible and then followed up via written communication.
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