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 Commercial Account Executive (AE) role is intended to maximize sales in the unassigned / territory account segment. The primary focus is aimed at closing greenfield opportunities with larger, strategic under-penetrated F2000 accounts while maintaining sustained transactional sales growth. In this role, you will be selling in a territory in an inside environment.

The Commercial AE is tasked to improve sales in the territory by leveraging the partner sales community. Collaborating with the partner ecosystem to identify, develop, accelerate, up-sell and close transactions is critical. The focus is aimed at sales opportunities versus accounts and is achieved by collaborating with partners to identify, develop, accelerate, up-sell and close transactions.

Responsibilities:

• Building pipeline through prospecting and top-of-funnel activities

• Directly selling through an inside, direct marketing environment to deliver sales targets and consistently achieve quota

• Drive account strategies and coordinate team selling efforts with partners to close business on a quarterly and annual basis

• Effectively develop channel relationships, communicate and coach ideas and concepts to external partner representatives on how to position and close Appian opportunities

• Accountable for a quarterly bookings target for Appian products (SaaS) along with packaged services and education offerings

• Support and provide guidance to both field and partner marketing events

• Accurately forecast license bookings, specific products revenue, CS bookings and new accounts on a weekly, monthly and quarterly basis via Salesforce.com

• Accomplishing the workload required for a high-volume sales role

• Building a business case and establishing value: develop and present proposals to customers with information that demonstrates the ability of the Appian portfolio to meet the customers’ business objectives and justify the sale

Basic Qualifications:

• 2+ years of proven selling experience in a dynamic, high competitive, ever-changing sales environment

Preferred Qualifications:

• Experience Prospecting: a proven track record of penetrating accounts, reaching decision-makers, and closing business

• Demonstrated experience exceeding/achieving KPIs and targeted business goals

• A desire to work the bookends of the sale – prospecting and closing with a demonstrated achievement in sales closing

• Demonstrated ability to take initiative and work independently in a fast-paced team environment ie. positive and competitive attitude with a strong work ethic

• Passionate about hunting and closing new opportunities

• Demonstrated time management and communication skills

• Proficiency with Salesforce.com, LinkedIn Navigator, 6-Sense, G Suite and similar technologies

• Comfortable supporting Partners negotiating deals with deeply complex terms, conditions, price pressures and considerations

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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