Federal Account Manager - Army

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.

 

The Federal Account Manager is designed to help a new entrant to the position transition from an inside sales role to that of an Account Executive (AE).  To maximize our success, we have designed this position to work directly under the supervision of a Senior AE, who will, in turn, have oversight from the cognizant Regional Vice President (RVP) and Area Vice President (AVP). The AM will work with the Senior AE in researching organizations, personnel, opportunities and the partner ecosystem.  With that information they will collaborate with the RVP to develop and implement a business strategy. 

The Federal AM is also tasked with improving sales in the territory by leveraging the partner sales community. Collaborating with the partner ecosystem to identify, develop, accelerate, up-sell and close transactions is critical. The focus is aimed at net new, incremental sales opportunities where success will most likely be achieved by collaborating with partners to identify, develop, accelerate, up-sell and close transactions.

• Building pipeline through prospecting and top-of-funnel activities

• Directly selling through an inside, direct marketing environment to deliver sales targets and consistently achieve quota

• Drive account strategies and coordinate team selling efforts with appropriate partners to close business on a monthly, quarterly and annual basis

• Effectively develop channel relationships, communicate and coach ideas and concepts to external partner representatives on how to position and close Appian opportunities

• Accountable for a quarterly bookings target for Appian products (SaaS) along with packaged services and education offerings

• Support and provide guidance to both field and partner marketing events

• Accurately forecast license bookings, specific products revenue, CS bookings and new accounts on a weekly, monthly and quarterly basis via Salesforce.com

• Accomplishing the workload required for a high-volume sales role

• Building a business case and establishing value: develop and present proposals to customers with information that demonstrates the ability of the Appian portfolio to meet the customers’ business objectives and justify the sale

Required Skills (To be successful)

• 1-3 years of proven business development/ inside sales experience in a dynamic, highly competitive, ever-changing sales environment

• Prospecting: a proven track record of penetrating accounts, reaching decision-makers, establishing solid, long term and closing business

• Demonstrated experience exceeding/achieving KPIs and targeted business goals

• A desire to work the bookends of the sale – prospecting and closing with a demonstrated achievement in sales closing

• Demonstrated ability to take initiative and work independently in a fast-paced team environment ie. positive and competitive attitude with a strong work ethic

• Passionate about hunting and closing new opportunities

• Demonstrated time management and communication skills

• Proficiency with Salesforce.com, LinkedIn Navigator, 6-Sense, G Suite and similar technologies

• Comfortable supporting Partners negotiating deals with deeply complex terms, conditions, price pressures and considerations

 

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 t