Federal Acquisition Solutions Sales Director
Location: HQ Preferred
The best salespeople achieve the most when they are selling outstanding products, solutions, & services backed by an extraordinary company. Thats what you get when you sell for Appian. We are passionate about driving digital transformation by bringing Appian solutions that provide speed, agility, & efficiency needed to compete & 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.
The Solutions Account Director role is responsible for navigating a primarily greenfield geographic territory, top of funnel activity & prospecting while effectively managing a complex sales cycle (approximately 6-12 months) to a successful close.
To be successful in this role, you need:
Experience navigating a Federal sales cycle from start to finish, leveraging internal resources within the larger sales organization, cross functionally with the customer success team & externally across customer & partner ecosystems
Experience selling acquisition solutions or other related direct experience with the procurement process
Strong presentation skills for delivering in-person & virtual presentations to LOB & IT audiences, highlighting your ability to perform client discovery, communicate ROI & build business value
A trusted advisor to both customers & colleagues to leverage multiple stakeholders throughout complex deals
Actively seeking to understand industry trends to help position against competitors
Some of the tools & resources we will equip you with include:
Training: Sales Fast Start, which is our 5-day training program focused on equipping our sales new hires with the skills & knowledge needed to be successful out in the field, like ValueSelling Framework training.
Growth: Growth opportunities available through promotion & participation in different programs like Appian MBA, a development program devoted to shaping managers in the areas of leadership & communication. Hear more about growth from one of our Vice Presidents, who started at Appian as an Account Executive here.
Product: Our Appian solution products are driving digital transformation in federal agencies, allowing our customers to increase staff productivity & improve program outcomes with a unified suite. In this role, you will have a unique opportunity to become a SME & evangelist for our growing suite of Appian public sector solutions.
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 & generous benefits; including a flexible time off allowance & great perks.
10+ years of direct selling experience & a minimum of 2 years experience as an Enterprise Account Executive, selling complex technologies at the enterprise level to US Federal Agencies
Strong network in the Federal Government or related associations (NCMA, ACT-IAC
History of consistent quota achievement
Examples of landing new customer logos
Strong job tenure: history of displaying loyalty & perseverance through long, stable job tenure & positive career trajectory
Ability to coach/mentor junior sales staff
Before Appian was a company, it was an idea. Not about a product or a market, but about the culture needed to sustain innovation & value. Today, we help businesses build apps & workflows rapidly, with a low-code automation platform.
Appian was founded on the belief that talented & passionate people, given the power & autonomy to excel, will deliver amazing impact. We have worked thoughtfully to create an inclusive, agile & collaborative work environment where employees feel challenged, & all voices are heard. We value & encourage cross-departmental collaboration, & actively seek opportunities to better ourselves & others. Creating impact to us means that when we deliver results, were focused on lasting positive change.