Account Executive, South & Sub Saharan Africa (Dubai based)

Role Overview

Account Executive, South & Sub Saharan Africa, based in Dubai at Anaplan. This role drives growth and expands Anaplan's presence across the African region.

Company Overview

Anaplan is a team of innovators focused on optimizing business decision-making through an AI-infused scenario planning and analysis platform. The company serves 2,400+ global customers, including Fortune 50 companies such as Coca-Cola, LinkedIn, Adobe, LVMH, and Bayer. Anaplan's Winning Culture champions diversity of thought, leadership regardless of title, ambitious goal achievement, and celebration of wins. The organization operates as strategy-led, values-based, and disciplined in execution.

Role Purpose

You will drive Anaplan's continued growth and digital transformation in South and Sub Saharan Africa by selling sophisticated technology solutions to enterprise customers. You will help industry leaders understand how Anaplan's connected planning solution ends siloed decision-making, enabling customers to achieve immediate business goals while positioning them for future success. Reporting directly to the AVP of Sales, MEA, you will work primarily with greenfield accounts, hunting new logos and rapidly growing opportunities within the current customer base.

Key Responsibilities

Sales Engagement & Prospecting

• Engage with targeted prospects to identify broken business processes and position Anaplan's unique ability to solve the problem.
• Employ a hunter mindset to drive new business development and build Anaplan's footprint.
• Develop customers and own opportunity management start-to-finish across multiple customer targets and functions.

Client Relationship & Presentations

• Build Anaplan's business value throughout the selling engagement, navigating sophisticated prospect environments to align prospects around the solution.
• Conduct highly effective presentations from Director through SVP and C-suite level decision makers, including CFOs, CROs, and senior leaders in supply chain, workforce, and other business functions.
• Employ outstanding account leadership skills to identify account expansion opportunities by cross-selling and up-selling within targeted accounts.

Sales Strategy & Forecasting

• Apply Anaplan's value-based selling methodology and tools to run sales processes and accurately forecast business.
• Perform strategic sales planning leading to accurate forecasting.
• Demonstrate strong opportunity management practices including sales process execution, qualification, executive presentation skills, quote presentation and negotiation, and ability to balance multiple (3-5) opportunities at once.

Cross-Functional Collaboration

• Work with cross-functional members of Sales Development Reps, Marketing, Solution Consultants, and Customer Success teams.

Qualifications & Experience

• Extensive experience in consultative sales to Fortune 2000 companies, ideally in SaaS and Enterprise Software solutions.
• Based in Dubai with demonstrated sales experience in South and Sub Saharan Africa.
• Proven track record with African Enterprise customers.
• Shown success selling into Vice President and Senior Vice President buyers.
• Track record of overachieving sales quota and targets, with demonstrated history of multiple high six-figure annual contract value (ACV) deals in services and/or software.
• Demonstrated network in your industry territory with a mix of some customers and implementation partners.
• Demonstrated experience with sophisticated partner and internal team organizations.
• Domain understanding of Supply Chain, FP&A, Workforce Planning, and Sales, with knowledge of how these functions plan, process work, and make decisions.
• Business, Finance, Economics related BS/BA degree or relevant years of experience.
• Fluency in local language and English.

Skills & Competencies

• Strong growth mindset and motivation for developing new business.
• Experience with Outreach, SFDC, and LinkedIn Sales Navigator.
• Account planning experience with Altify and MEDDPICC.

Additional Information

• Candidate data processed during recruitment activities is handled in accordance with Anaplan's Candidate Privacy Notice, which may include the use of artificial intelligence or automated tools to assist in evaluating qualifications.
• Individuals with disabilities will be provided reasonable accommodation to participate in the job application or interview process, perform essential job functions, and receive equitable benefits and privileges of employment. Contact recruitment to request accommodation.