Business Development Director (Professional Services Sales)
Anaplan INC · 🌍 Tokyo, Japan
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Sponsor Radar — Anaplan INC
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About the role
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! We are seeking a dynamic and results-driven Japanese-speaking Professional Services Sales specialist to join our Professional Services team as an individual contributor. This pivotal role will drive services opportunities and strengthen our professional services portfolio across the Japan region and other APAC opportunities. You will partner closely with Sales, Customer Success, and our partner ecosystem to develop, position, and sell services that deliver measurable customer outcomes. This role requires a strong grasp of customer needs, solution scoping, and implementation strategies. You will be responsible for defining project requirements, shaping proposals and contracts, and ensuring successful delivery. As an experienced Technology Services consultant, you will work in close collaboration with the Japan Professional Services Leader, the Global Services Business Development Leader, Sales and Customer Success leadership, and the services delivery team to advance our growth strategy. Your Impact Own the Service Sales Process • Lead the end-to-end sales process for Professional Services in Japan and other assigned markets • Define and execute the go-to-market strategy to drive services bookings • Partner with account executives and solution sales teams to identify, position, and close services opportunities • Accurately forecast and maintain pipeline health Customer Value & Services Selling • Lead discovery sessions to understand customer objectives and align tailored services proposals • Position the value of Professional Services in delivering outcomes • Translate technology capabilities into solution roadmaps and measurable business value • Develop high-quality proposals and Statements of Work (SOWs) • Support negotiations to secure services revenue and margin Portfolio Development & Expansion • Collaborate with Services, Product, and Sales teams to evolve and package service offerings • Identify gaps and create new offerings to drive incremental revenue • Enable Sales teams to confidently articulate the value of Professional Services in new and expansion opportunities Key Success Metrics • Services Revenue and Margin Impact : Bookings, attach rate, expansions, margin • Net New ACV Impact : Growth in NNACV • Sales Effectiveness : Win rates, deal velocity, pipeline coverage Your Qualifications • Fluency in both Japanese and English is essential • Strong background in Technology Services and consulting • Proven success in selling services within large, complex enterprise environments • Excellent client-facing and relationship management skills • Experience selling into multiple business functions, industries, and use cases • Deep understanding of software i