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.
We are looking for an Enterprise Account Executive to focus on our UKI Public Sector business. You will be in charge driving major enterprise accounts, establish relationships and provide direct touch across all levels of the end customer, engaging with the top SI.
You will be in charge of driving major enterprise accounts, establishing relationships, and providing direct touch across all levels of the end customer, engaging with top Systems Integrators (SI). Your ability to penetrate new customers and organizations 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 will provide support and tools for you to use to attain and exceed sales performance goals.
What you’ll be doing:
- Drive Public Sector Value: Use company-wide success and use cases as a blueprint, adding your own ideas and vertical knowledge to target central government bodies.
- Qualify & Solve: Determine if the customer has a valid business need for the Appian platform and Customer Success services. Apply structured thinking and logical problem-solving to complex challenges.
- Engage C-Level: Discuss business drivers and value with relevant decision-makers, including at the CxO level.
- Cultivate Relationships: Build and strengthen your business relationship with existing accounts across all hierarchies; follow up to ensure all their post-sales needs are being met.
- Strategic Planning: Recommend marketing strategies and identify Appian customer references that can be utilized when reference selling.
- Pipeline Management: Provide accurate status information, including forecast and pipeline reporting.
What we need to see:
- Consistent Sales Track Record:
- Company Environment: Preference for candidates from a reasonable-sized software company rather than a small startup; you must be able to handle the complexity, process, and environment of a larger enterprise.
- Product Knowledge: Background in selling enterprise applications
- Sector Awareness: While deep Public Sector (PS) experience is not strictly essential, some exposure or awareness is highly helpful
- Core Traits: Exceptional drive, grit, and perseverance, combined with high energy and an entrepreneurial spirit.
- Communication: Ability to express yourself succinctly and clearly, both verbally and on paper.
- Executive Presence: Experience influencing Digital Transformation, Customer Services, and Customer Experience initiatives at the CxO level and with consulting partners.
- Sales Acumen: A strong understanding of the sales process and go-to-market strategies, including account segmentation.
- Travel: Ability to travel within the assigned region, working closely with Managers and SI partners, with occasional travel outside of the region required.
Your ability to penetrate new customers and organizations 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 use cases as a blueprint and add own ideas and vertical knowledge
- Resolve if the customer has a valid business need for Appian platform and Customer success services
- Discuss business drivers and value with relevant decision makers also on 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 marketing strategies
- Provide status information including forecast/pipeline information
- Identify Appian customer references that can be utilized when reference selling
What we need to see:
- Experience in influencing Digital transformation, Customer services, Customer experience initiatives at Cx0 level and consulting partners
- Excellent verbal and written communications skills; presentation, customer service, business and negotiation skills.
- Ability and confidence to work with C Level customers
- Ability to travel within assigned region, working closely with Managers, and SI partners. Occasional travel outside of region required
- A strong understanding of the 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 account segmentation, products, marketing strategies, etc
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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