Here at Appian, our values of Intensity and Excellence define who we are. We set high standards and live up to them, ensuring that everything we do is done with care and quality. We approach every challenge with ambition and commitment, holding ourselves and each other accountable to achieve the best results. When you join Appian, you’ll be part of a passionate team dedicated to accomplishing hard things, together.
Enterprise Account Executive – Manufacturing / Automotive
At Appian, we’re seeking to grow our culture of passion, energy, and innovation. Empowered by “the best idea wins,” we thrive on collaboration and a culture of dissent—encouraging all employees to challenge and elevate one another. We strive for diversity and inclusion through continued education and a commitment to equity.
We are looking for an Enterprise Account Executive for Manufacturing & Automotive. You will be in charge of driving success in the Manufacturing and Automotive vertical, establishing meaningful customer relationships and growing this market by building on our global success with marquee brands. Your ability to welcome new customer logos and find new automation projects within your assigned accounts is essential to your being successful in this role.
Cross-functional teams from Appian Marketing, Business Development, Customer Success, and Solution Consulting functions provide support and tools for you to use to attain and exceed sales performance goals.
What you’ll be doing:
- Use company-wide success and manufacturing use cases (such as Manufacturing Execution Systems (MES), Quality Management Systems (QMS), and Supply Chain Management) as a blueprint and add your own ideas and vertical knowledge.
- Resolve if the customer has a valid business need for the Appian platform and Customer Success services, specifically focusing on modernizing factory operations with AI, process orchestration, and legacy system unification.
- Discuss business drivers and value—such as operational efficiency, reduced lead times, and factory/plant optimization—with relevant decision-makers, including at the C-Level.
- Build and strengthen your business relationship with existing accounts across all hierarchies; follow up to ensure all their post-sales needs are being met.
- Recommend go-to-market and marketing strategies specific to the manufacturing and automotive industries.
- Provide status information including forecast/pipeline information.
- Identify Appian customer references within the manufacturing sector that can be utilised during reference selling.
What we need to see:
- Experience in influencing digital transformation, operational excellence, and supply chain initiatives (e.g., automated quality tracking, smart manufacturing, and global demand management) at the CxO level and with consulting partners.
- Excellent verbal and written communication skills; strong presentation, customer service, business, and negotiation skills.
- Ability and confidence to work with C-Level manufacturing and automotive customers.
- Ability to travel within the assigned region, working closely with Managers and SI partners. Occasional travel outside of the region is required.
- A strong understanding of the enterprise sales process.
- High energy with the capability to multi-task in a dynamic, rapidly growing organization.
- Entrepreneurial spirit, autonomy, and curiosity.
- A detailed understanding of go-to-market strategies, including manufacturing sector account segmentation, product alignment, and competitive differentiation.
Tools and Resources
- 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.
Benefits
Appian offers a comprehensive benefits package designed to support your health, wellbeing, and financial future. Benefits may include health coverage, Employee Assistance Program (EAP) with free mental health support, life and disability insurance, an Employee Stock Purchase Program (ESPP), a retirement/pension plan, wellness dollars, tuition reimbursement, family-forming benefits and more. Benefits vary by country—please ask your Talent Acquisition contact for details specific to the location you are applying to.
About Appian
Appian provides AI automation for mission-critical work. We automate complex processes in large enterprises and governments. Our platform is known for its unique reliability and scale. We’ve been automating processes for more than 25 years and understand enterprise operations like no one else. For more information, visit appian.com. [Nasdaq: APPN]
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Appian is an equal opportunity employer that strives to attract and retain the best talent. All qualified applicants will receive consideration for employment without regard to any characteristic protected by applicable federal, state, or local law.
Appian provides reasonable accommodations to applicants 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. Please note that only inquiries concerning a request for reasonable accommodation will be responded to from this email address.
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