Area Vice President - 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.
The best salespeople achieve the most when they are selling outstanding products, solutions, and services backed by an extraordinary company. That’s what you get when you sell for Appian. We are passionate about driving digital transformation by bringing Appian solutions that provide speed, agility, and efficiency needed to compete and grow. Are you inspired by the chance to solve your customers’ biggest challenges? You can make that kind of difference here. Join our team, where you can not only grow your career, but share the success of an industry pioneer.
Appian is looking for a high-energy, results driven sales leader to drive and manage the growth of our Enterprise sales team.
The Area Vice President is responsible for achieving booking targets across the Northeast for our Broad Market vertical. They will lead a team of Regional Vice Presidents and Account Executives. This role reports directly to the Vice President, North America Sales, and will work with other members of the sales leadership team to ensure the overall quota is met.
To be successful in this role, you need to:
Work with and through other functional areas, responsible for all aspects of the customer relationship life-cycle, from initial lead to sale, delivery and fulfillment of business case
Be responsible for managing sales operations including pipeline and forecasting, and achieving quarterly and yearly bookings targets
Manage sales staff to ensure they make yearly quota
Build relationships with key individuals within our prospect and customer base
Engage in strategy and tactical discussions with Account Executives and with coaches/champions to ensure Appian is best positioned to win
Ensure the team is successful in all facets of their job responsibilities: software revenue, relationship building, pipeline building, forecast accuracy
Maintain excellent relationships with other departments within Appian (Customer Success, Finance, Marketing, Sales Development Representatives)
Function as a member of the executive team, making valuable contributions to the overall go to market and sales strategy of the company
Some of the tools and resources we will equip you with include:
Training: Start with Value, which is our 1-3 week training program focused on equipping our sales new hires with the skills and knowledge needed to be successful out in the field. You will also become certified in the ValueSelling Framework®.
Growth: Growth opportunities available through promotion and participation in different programs like Appian MBA, a development program devoted to shaping managers in the areas of leadership and communication.
Product: Our Appian product is driving digital transformation and with our Appian Guarantee, our customers can even have their first project completed in just 8 weeks. With the market research firm Forrester estimating the low-code platform market will be around $14 billion by 2024, it is no wonder why more and more customers are turning to low-code with Appian. Hear more about our passion for the product from our Director, Solutions Consulting here.
Culture: You will directly contribute to our double-digit year over year growth backed by a world-class collaborative sales organization. In addition, Appian offers a competitive salary and generous benefits; including a flexible time off allowance and great perks. Read more about how our sales culture values openness, curiosity, and collaboration here.
Basic qualifications:
10+ years as a software sales team leader
Successful track-record in enterprise software and technology sales
Strategic thinker, capable of leading sales efforts across all functional areas of the enterprise
Ability to establish and maintain executive relationships with customer key decision makers and thought leaders
Keen management skills that include strategy and tactical planning/execution, territory decisioning, pricing/proposing, negotiating, and more
Adept at skillfully building and leading a sales organization selling into multiple verticals throughout the region, coaching sellers through the sales lifecycle, including customer facing meetings
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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