Industry Leader, Insurance (North America) - Appian Corporation

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 growth-oriented organizations achieve the most when they build value propositions that connect with their markets and target industries, offer outstanding products, solutions, and services backed by an extraordinary company. We are passionate about driving digital transformation using Appian's AI Process Automation platform that enables firms to quickly build and deploy enterprise applications that deliver an outstanding customer experience, optimize operational processes and ensure effective risk and compliance controls. We work with many of the largest and most complex Insurance firms in the world. Join our team, where you can not only grow your career, but share the success of an industry pioneer.

Appian is seeking a strategic industry expert in Property & Casualty and Life Insurance for our rapidly growing business. As a member of the Industry Leader team, you will successfully collaborate across Appian to enable client success with their digital transformation efforts, while contributing to continuous growth in software revenue across both new and existing clients in the North America Insurance market.

To be successful in this role, you need:

• To spend time with clients, helping to evangelize new applications for our work automation software, providing strategy, and coaching our Account Executives, Business Development Representatives and Customer Success teams

• To help Account Executives design programs to penetrate new target accounts, deliver thought leadership across a variety of formats to generate prospect interest, and secure market awareness

• To provide market knowledge and guidance to Appian Sales & Partner organizations to help develop the target account and solutions strategy within the respective regional P&C and Life Insurance verticals

• To lead and participate in sales presentations and follow-on education activities at prospects and customers

• To support our marketing strategy by participating in appropriate trade shows, providing insights for industry events, webinars, blogs, content pieces and our pillars and business application roadmap.

• To participate in the bid and proposal process with both internal teams and partner organizations

Some of the tools and resources we will equip you with include:

• Training: Sales Fast Start, which is our 5-day training program focused on equipping our business development new hires with the skills and knowledge needed to be successful out in the field, like ValueSelling Framework training. In addition, a custom first 90-day industry team new hire immersion plan.

• 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 Platform and Solutions are driving digital transformation and with our Appian Guarantee, our customers can even have their first project completed in just 8 weeks.

• 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.

Basic Qualifications:

• Bachelor’s Degree; MBA preferred

• 12+ years of direct experience in a leadership role within the Property & Casualty insurance industry or 15+ years of direct experience in a leadership role within the Life and Annuities insurance industry with a complete understanding of the major business drivers in insurance

• Hands-on experience driving change and new solutions, with an emphasis on digital transformation that has improved customer experience, provided regulatory effectiveness, and created operational efficiency

• Understanding of trends around digital transformation as well as the role of InsureTech/FinTech/RegTech and other innovations across the NA region

• Interact at various levels within a customer account (Line of Business personas in underwriting, claims, product teams and customer service, Directors, VP's, and CXOs)

• Good technical aptitude and understanding of legacy technology including insurance core admin systems such as Guidewire, Duck Creek, Sapiens and others to bridge between client business leaders and Appian team members

• 40% travel is expected to clients across the NA region and at times internationally

• Based in the Midwest or East Coast of North America to align with our Regional teams

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.