Strategic Account Executive

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 best salespeople achieve the most when they are selling outstanding products, solutions, and services backed by an extraordinary company. That’s what you get when you sell for Appian. We are passionate about driving digital transformation by bringing Appian solutions that provide speed, agility, and efficiency needed to compete and 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 Strategic Account Executive (SAE) will require leading a cross-departmental account team which may include Appian senior leadership. This role focuses on opportunities in Appian’s largest accounts; typically one or two large accounts in financial services, whose annual recurring revenue (ARR) is greater than $1M. This role will also work in collaboration with teams in other countries for Strategic Multinational accounts.

To be successful in this role:

• Develops program strategies and multi-year account plans with a cross-functional team to achieve software and services growth objectives from complex multi-year deals that drive significant customer value.
• Builds strong “trusted advisor” relationships with customers at VP, SVP and C levels. 
• As a domain expert for the industry, the SAE will act as a resource for other AEs developing their territory strategy, undertaking account planning and as required with opportunity briefings.
• Creatively leverages the understanding of Appian solutions to specific business challenges and highlights using effective sales presentations and meetings, including quarterly business reviews (QBRs).
• Leads and coordinates the activity of a dedicated team which may include staff from Appian’s Customer Success, Industry Lead, Solutions Consulting, Marketing and Technical Support organizations within a customized program to optimize the footprint of Appian in existing large accounts
• Works collaboratively on “Strategic Multinational” accounts, which are those which require collaboration with Appian staff in other countries

Some of the tools and 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 and knowledge needed to be successful out in the field, like Value Selling Framework training.
• Growth: Growth opportunities available through promotion and participation in different programs like Appian MBA, a development program devoted to shaping managers in the areas of leadership and communication. Hear more about growth from one of our Vice Presidents, who started at Appian as an Account Executive here. 
• Product: Our Appian product is driving digital transformation and with our Appian Guarantee, our customers can even have their first project completed in just 8 weeks. With the market research firm Forrester estimating the low-code platform market will be around $14 billion by 2024, it is no wonder why more and more customers are turning to low-code with Appian. Hear more from one of our Regional Vice Presidents here about how our product has kept him with the company.
• 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 and generous benefits; including a flexible time off allowance and great perks. Hear more for an Account Executive herself on how Appian is the most inclusive sales environment she’s ever worked in here. 

Basic qualifications: 

• Bachelor’s degree preferably in Business, Marketing, Computer Science or other relevant discipline.
• 10 + years selling software solutions and related services to Fortune 100 institutions with consistent historical achievement of assigned sales quotas