Director, Deal Desk, AMER

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! Summary of Role We are seeking an experienced Cloud Deal Desk leader to run our AMER Deal Desk. This is a player-coach role: the Director personally handles a significant share of the region's most strategic deals, working with the field to design value-based offers for many of Anaplan's largest customers, while also leading and developing the AMER team, serving as the trusted Deal Desk partner to GTM AMER leadership and Finance, and owning cross-functional projects that improve how we quote, contract, and close. The Director carries out the core responsibilities of the Strategic Deal Manager role day to day, and sets the standard for the Strategic Deal Managers and Senior Analysts on the team. They exercise independent judgment, navigate ambiguity, and give Sales leaders clear, well-reasoned recommendations. When a deal hits an obstacle, they partner with the field and business partners to find a workable resolution that serves the customer and protects Anaplan. They actively participate in sales forecasting and deal reviews, and work closely with Sales, Product COEs, Finance, Legal, Revenue Recognition, and the global Deal Desk team. Responsibilities 1. Strategic Deal Execution Aligned to the Strategic Deal Manager role. • Provide expert guidance to the Sales field and Sales Leadership on deal structuring, pricing, and contract management for the largest and most complex AMER opportunities • Design value-based offers with the field; work with Product COEs to structure offers that include Anaplan's latest and most innovative offerings, unlocking value for the customer and driving adoption • Participate in deal reviews with Sales and Sales Leadership to help drive account-level strategy on pricing and deal structure • Review, interpret, and confirm contract terms and conditions; work closely with Finance and Legal to ensure contracts are accurate and compliant with internal policies and external regulations • Draft, redline, and finalize contracts, including new business, add-ons, and renewals for Cloud Subscription Services • Lead the Deal Desk approach to cloud marketplace deals in AMER, including private offers sold through the major cloud provider marketplaces • Guide Sales and Alliances on structuring marketplace deals, including pricing, term alignment, and contracting through marketplace paper • Hold deal approval authority in line with Anaplan's official approval guidelines, reviewing and approving deals for customers and prospects, and acting as the final regional escalation point for structure, pricing, and non-standard terms • Process deals in Salesforce and CPQ, ensuring they are structured and processed efficiently and align to company policy • Identify commercial,