Sales Deal Manager (Public Sector) - Appian Corporation
McLean, VA
About the Job
Here at Appian, our core values of Respect, Work to Impact, Ambition, and Constructive Dissent & Resolution define who we are. In short, this means we constantly seek to understand the best for our customers, we go beyond completion in our work, we strive for excellence with intensity, and we embrace candid communication. These values guide our actions and shape our culture every day. When you join Appian, you'll be part of a passionate team that's dedicated to accomplishing hard things.
Here at Appian, our core values of Respect, Work to Impact, Ambition, and Constructive Dissent & Resolution define who we are. In short, this means we constantly seek to understand the best for our customers, we go beyond completion in our work, we strive for excellence with intensity, and we embrace candid communication. These values guide our actions and shape our culture every day. When you join Appian, you'll be part of a passionate team that's dedicated to accomplishing hard things.
As a Deal Manager, you will report directly to the regional Deal Desk Leader of Appian. An effective Deal Desk Manager uses a mix of critical thinking, creativity, and excellent communication and relationship building skills. Success in this position requires you to be a self-starter with proven problem-solving skills. You can expect to Serve as the point of contact and subject matter expert on deal constructs, special pricing, operations, approval policies, and troubleshooting of deal issues and sales escalations.
To be successful in this role you need:
- Negotiation experience and competence. Ability to work to understand the interests behind positions and get past objections to workable solutions.
- Experience with negotiation and the ability to understand the interests behind positions in order to overcome objections.
- Ownership mentality. Possess the character to act with integrity for the best interests of the entire organization.
- A process focused nature. You like order and having things documented for easy reference.
Basic Qualifications:
- Minimum of 10 years of experience in related role (Deal Desk, Sales Operations, and/or Finance/Pricing experience preferred).
- Experience working in the Public Sector required.
- Experience using CRM and CPQ systems. Working knowledge of contracts and accounting. Experience with software contracts and revenue recognition policies.
- Experience in GSA, FAR and DFAR acquisition is a plus.
- Bachelor’s degree in finance, economics, sales, or a business-related field.
Tools and Resource
- Training and Development: During onboarding, we focus on equipping new hires with the skills and knowledge for success through department-specific training. Continuous learning is a central focus at Appian, with dedicated mentorship and the First-Friend program being widely utilized resources for new hires.
- Growth Opportunities: Appian provides a diverse array of growth and development opportunities, including our leadership program tailored for new and aspiring managers, a comprehensive library of specialized department training through Appian University, skills based training, and tuition reimbursement for those aiming to advance their education. This commitment ensures that employees have access to a holistic range of development opportunities.
- Community: We’ll immerse you into our community rooted in respect starting on day one. Appian fosters inclusivity through our 8 employee-led affinity groups. These groups help employees build stronger internal and external networks by planning social, educational, and outreach activities to connect with Appianites and larger initiatives throughout the company.
About Appian
Appian is a software company that automates business processes. The Appian AI-Powered Process Platform includes everything you need to design, automate, and optimize even the most complex processes, from start to finish. The world's most innovative organizations trust Appian to improve their workflows, unify data, and optimize operations—resulting in better growth and superior customer experiences. For more information, visit appian.com. [Nasdaq: APPN]
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Appian Corporation is an equal opportunity employer. All qualified applicants will receive consideration for employment without regard to sex, gender identity, sexual orientation, race, color, religion, national origin, disability, protected Veteran status, age, genetic information, or any other characteristic protected by law. Further, Appian will not discriminate against applicants for inquiring about, discussing or disclosing their pay or, in certain circumstances, the pay of their co‐worker,Pay Transparency Nondiscrimination. Appian provides reasonable accommodations to applicants and employees in accordance with all applicable laws.
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