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 business development 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 are part of the Appian business development organization. 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 seeking a strategic industry expert in Government for our rapidly growing Public Sector business. As a member of the Industry Leads 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 public sector market. Appian has a rich public sector heritage in the US and we are looking for the right person to help continue to expand our rapidly growing business in the global Defense, Intelligence, and Aerospace markets. 

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 Public Sector 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, etc.

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

• To liaise with customers and serve as an executive advisor to ensure delivery success.

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.

• 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. Hear more about growth from one of our Vice Presidents, who started at Appian as an Account Executive here . 

• 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 from one of our Regional Vice Presidents here about how our product has kept him with the company.

• 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. Hear more for an Account Executive herself on how Appian is the most inclusive sales environment she’s ever worked in here.  

Basic Qualifications:

• Bachelor’s Degree

• 15+ years of direct experience in a leadership role working either for a government agency, product vendor or systems integration firm doing work directly for the US Department of Defense. 

• Particular emphasis on one or more of the following government agencies: Army, Navy, Air Force.

• Exposure to the military apparatus in other countries is a plus, whether during active duty service, or as a consultant. 

• Hands-on experience driving change and new solutions, with an emphasis on change management, readiness, and operational efficiency.

• Deep understanding of how public sector customers buy across the Defense market, with experience in the business development process inclusive of writing and responding to tenders.

• Strong technical aptitude to bridge between client business leaders and Appian team members

• 20% travel is expected to clients across the country and at times internationally

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.

If you need a reasonable accommodation for any part of the employment process, please contact us by email at ReasonableAccommodations@appian.com and let us know the nature of your request and your contact information. Requests for accommodation will be considered on a case-by-case basis. Please note that only inquiries concerning a request for reasonable accommodation will be responded to from this email address.

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