Partner Sales Director - 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 sales organizations achieve the most when they are selling outstanding products, solutions, and services backed by an extraordinary company. That’s what you get when you’re part of selling 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.
Responsibilities:
Achieving sourced new license revenue with a set of assigned Regional System Integration partners.
All aspects of the partnership and be the one point of contact for the NA partnership within Appian. To be successful, you will manage a cross-functional network of resources throughout the company to provide the required support for your partners.
Working with your partners to identify, define, develop and drive solution offerings to provide value in key vertical and horizontal solution areas.
Manage a comprehensive mutual business plan managing key relationships, creative GTM strategies & alignment on mutual goals of our partnership.
Working with the Appian regional alliance teams to align your partner’s sales motions, target key accounts, and manage the pipeline with these accounts.
Managing partner activities as it relates to Contract Administration, Marketing, Enablement, and Go to Market Solutions.
Managing Marketing Development Funds to support success at key accounts which extends our reach through your assigned partners, and grow revenue with joint marketing events.
Building practice capability and capacity to provide the foundation for on-going partner growth year on-year.
You may need to travel, up to 30%
To be successful in this role, you need:
Proven track record in enterprise software sales working with Consulting and SI Alliances or related role(s)
Experience owning Strategic Partner Development Plans for a suite of Partners and able to demonstrate partner success through impact against company key performance indicators (KPIs)
Excellent communication and presentation skills
Highly collaborative, strategic and focused
Track record of delivering against quantifiable reach and revenue goals while teaming and selling with SIs
Ability to engage, motivate and manage partners.
Ability to communicate with both technical and non-technical audiences and present the business value of the Appian proposition.
Some of the tools and resources we will equip you with include:
Training: Start with Value, which is our training program focused on equipping our sales new hires with the skills and knowledge needed to be successful out in the field.
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:
Bachelor’s degree, preferably in Computer Science or Business
10+ years of enterprise sales or alliance channel experience
Experience working in and/or with large system integrators or consultancies
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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