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Appian // business process management
 
Sales, Full Time    McLean, Virginia    Posted: Thursday, July 21, 2022
 
   
 
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Senior Partner Sales & Pre-Sales Enablement Manager

The best sales organizations achieve the most when they are selling outstanding products, solutions, & services backed by an extraordinary company. Thats what you get when youre part of selling 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.

What youll be doing:

Work with Appians Sales Enablement team to tailor existing Appian content for Appian partners sales, pre-sales staff, & Appian Center of Excellence (CoE) staff to understand Appians value proposition, market position & competitive advantages to effectively grow their business & drive sales & project success. In this role you will assist partners of all types to understand & navigate the enablement offerings available for each persona - sale, pre-sales, developer & delivery leads. This role will also act as the Voice of the Partner internally at Appian to ensure that partners are integrated into Appians GTM sales activities. 

Key Responsibilities:

  • Team with Appian direct sales enablement organization to develop & manage a best-in-class global sales training program for Appian partners. Define & provide a guided sales enablement journey so partners can quickly identify, qualify & drive new software license sales. 
  • Build out & lead overall partner sales enablement program & quarterly calendar, which includes planning, creating, & coordinating training sessions on sales fundamentals, buyer knowledge, & product knowledge; delivered in on-demand, online, & in-person formats. Solicit feedback from regional partner teams on target audience, schedule & content needs. 
  • Ensure sales enablement content is continually updated & refreshed across all delivery channels & assist with creating new content as required, including playbooks, call scripts, training materials, recorded training sessions, automation, certifications, etc.
  • Drive utilization of partner sales enablement offerings for Appian partners to support & accelerate partner-led & influenced sales. 
  • Work with Appians head of competitive intelligence to capture & share partner insights on competitive landscape 
  • Work with Partner Managers to help them understand & drive utilization of Appian Sales training content, tools & resources & sales methodologies to support their partner-led sales pursuits.
  • Document partners win summaries, best practices & teaming success stories to share internally with Appians direct sales organization to help facilitate sales engagement with Appians partners.
  • Track & manage the number of enabled Appian partner sales resources, identify key success metrics, measure results of sales enablement / impact on partner sales performance
  • Develop a feedback mechanism for partners to drive continuous improvement 
  • Willingness to travel up to 30% domestically & internationally when necessary 

 

You are:

Excelling. Backed by a track record of success, including: 7-10+ years sales / sales training experience & working with partners 

An Effective Presenter. Experienced delivering in-person presentations to multiple audiences

Self-Motivated. Possess a hungry, high energy, roll-up-your-sleeves mentality 

Collaborative. A team player & trusted advisor to both internal Appian stakeholders & Appians business partners

An Influencer. Representing Appians brand to your network & keeping an eye out for top talent to build our growing teams

About Us:

Appian helps organizations build apps & workflows rapidly, with a low-code automation platform. Combining people, technologies, & data in a single workflow, Appian can help companies maximize their resources & improve business results. Many of the worlds largest organizations use Appian applications to improve customer experience, achieve operational excellence, & simplify global risk management & compliance. Our employees create opportunities to drive hands-on impact both with our customers & throughout the organization, which creates an environment where meaningful work is met with career growth & opportunity. As a result, we are proud to have been recognized as a Washington Post Top Workplace for seven consecutive years. Simply put, we are changing the way businesses operate & our employees are to thank for Appians success.

Appian Corporation is an equal opportunity/affirmative action 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, 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 coworker, Pay Transparency Nondiscrimination.  

If you need a reasonable accommodation for any part of the employment process, please contact us by email at ReasonableAccommodations@appian.com & let us know the nature of your request & 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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