Enterprise Account Executive - Broad Markets
Job description
About the role
At Appian, we are committed to excellence and intensity, which drives our team to achieve remarkable outcomes. As an Enterprise Account Executive, you will join a passionate group focused on delivering significant results. This role is pivotal in helping us expand our reach and impact across various markets, ensuring that we meet the diverse needs of our clients.
Key facts
What you'll do
- Oversee complex sales processes from the initial engagement with clients through to successful deal closure across multiple sectors.
- Build and maintain a robust sales pipeline by employing strategic outreach and engaging with the market effectively.
- Deliver persuasive, value-oriented presentations to key decision-makers, highlighting the return on investment and overall business impact of our solutions.
- Collaborate with internal teams, including Customer Success and Solutions Consultants, to maximize deal size and expedite the sales process.
- Establish yourself as a trusted advisor by analyzing industry trends and the competitive landscape to advocate effectively for Appian's offerings.
- Identify and qualify new business opportunities, leveraging your network and market knowledge to drive growth.
- Negotiate contracts and pricing structures that align with both client needs and company objectives.
- Monitor and report on sales metrics, adjusting strategies as necessary to meet and exceed targets.
- Participate in industry events and conferences to enhance visibility and network with potential clients.
- Provide feedback to product teams based on client interactions to help refine and improve our offerings.
- Engage in continuous learning and professional development to stay current with industry trends and sales techniques.
- Foster long-term relationships with clients, ensuring their ongoing satisfaction and loyalty to Appian.
Requirements
- Education: A Bachelor's Degree in Marketing, Business, Communications, Computer Science, or a related field is required.
- Experience: A minimum of 5 years in software sales is essential, with at least 2 years in a role as an Enterprise Account Executive.
- Demonstrated success in consistently achieving sales targets and successfully acquiring new customer accounts.
- Strong experience in managing intricate sales cycles, with a proven track record of stability and growth in your career.
- Exceptional communication and presentation skills, with the ability to conduct comprehensive client discovery and develop detailed financial business cases.
- A proactive approach to problem-solving and the ability to work independently while also being a collaborative team player.
Nice to have
- Experience in selling complex software solutions to Enterprise Commercial clients is a plus.
- Familiarity with strategic sales methodologies such as MEDDPICC or Value-Based Selling can be advantageous.
- Previous experience with enterprise platforms like Salesforce or ServiceNow, which aligns with our Enterprise-Grade Orchestration environment, is desirable.
- Knowledge of AI automation and its application in business processes would be beneficial.
- A network of contacts within relevant industries can enhance your effectiveness in this role.
Skills & tools
- Expertise in managing complex sales cycles and developing strong client relationships.
- Ability to deliver impactful presentations that clearly articulate business value.
- Strong analytical skills to evaluate market trends and competitive positioning effectively.
- Proficiency in using CRM tools and sales software to track progress and manage client interactions.
- Excellent negotiation skills to secure favorable terms for both the client and the company.
Practical notes
Base Salary Range: $125,000 - $225,000 USD. Actual compensation may vary based on individual experience, qualifications, and prevailing market conditions. Sales positions may be eligible for commission plans, providing additional earning potential.
Appian offers a comprehensive benefits package that includes a 401(k) plan with company matching, flexible time off policies, and medical, dental, and vision insurance. Additional benefits include life and disability coverage, wellness programs, equity awards, and tuition reimbursement options.
With over 25 years of experience, Appian is dedicated to providing AI automation solutions for critical business processes. For more information about our innovative offerings and company culture, please visit appian.com.