Industry Lead, Manufacturing & Automotive

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 growth-oriented organizations achieve the most when they build value propositions that connect with their markets and target industries, offer outstanding products, solutions, and services backed by an extraordinary company. We are passionate about driving digital transformation using Appian's AI Process Automation platform that enables firms to quickly build and deploy enterprise applications that deliver an outstanding customer experience, optimize operational processes and ensure effective risk and compliance controls. We work with many of the largest and most complex manufacturing and automotive firms in the world. Join our team, where you can not only grow your career, but share the success of an industry pioneer.

Appian is seeking a strategic industry expert in Manufacturing, Automotive and Supply Chain for our rapidly growing business. As a member of the Industry Leads team, you will successfully collaborate across Appian to enable client success with their digital transformation efforts, while contributing to continuous growth in software revenue across both new and existing clients in the manufacturing and automotive markets. 

To be successful in this role, you need:

• To spend time with clients, helping to evangelize new applications for our work automation software, providing strategy, and coaching our Account Executives, Business Development Representatives and Customer Success teams

• To help Account Executives design programs to penetrate new target accounts, deliver thought leadership across a variety of formats to generate prospect interest, and secure market awareness

• To provide market knowledge and guidance to Appian Sales & Partner organizations to help develop the target account and solutions strategy within the respective regional manufacturing and automotive industry verticals.

• To lead and participate in sales presentations and follow-on education activities at prospects and customers

• To support our marketing strategy by participating in appropriate trade shows, providing insights for industry events, webinars, blogs, content pieces and our pillars and business application roadmap.

• To participate in the bid and proposal process with both internal teams and partner organizations

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 business development new hires with the skills and knowledge needed to be successful out in the field, like ValueSelling Framework training. In addition, a custom first 90-day industry team new hire immersion plan.

• 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.

• Product: Our Appian Platform and Solutions are driving digital transformation and with our Appian Guarantee, our customers can even have their first project completed in just 8 weeks.

• 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.

Basic Qualifications:

• Bachelor’s Degree required, MBA preferred

• 15+ years of direct experience in a leadership role in a manufacturing organization with a complete understanding of the major business drivers in the manufacturing industry

• Hands-on experience driving change and new solutions, with an emphasis on improved operational efficiency, quality improvement and customer experience

• Understanding of trends around digital transformation as well as the role of Industry 4.0 and other innovations across North America and globally

• Strong technical aptitude to bridge between client business leaders and Appian team members

• 25-30% travel is expected to clients across the region

• Candidate should be geographica