Enterprise Account Executive - Intelligence Community

About the role

At Appian, we are driven by a culture of intensity and excellence, which reflects our unwavering commitment to achieving high standards in all our endeavors. By joining our team, you will become part of a dedicated group focused on tackling challenges and delivering impactful results collaboratively. This position is integral to our mission of providing innovative solutions to the Intelligence Community.

Key facts

What you'll do

• Oversee complex sales cycles from initiation to closure within the Intelligence Community, ensuring successful outcomes at each stage of the process.
• Build and sustain a robust sales pipeline through strategic outreach, comprehensive market analysis, and proactive engagement with prospective clients.
• Deliver compelling presentations, both virtually and in-person, articulating the value and return on investment of our solutions to business and IT leaders.
• Collaborate closely with cross-functional teams, including Customer Success and Solutions Consultants, to drive deal momentum and enhance deal size.
• Establish yourself as a trusted advisor by analyzing industry trends and effectively differentiating Appian's offerings from competitors, thereby building credibility with senior executives.
• Utilize data-driven insights to inform sales strategies and identify opportunities for growth within the Intelligence Community.
• Engage in continuous learning about Appian's products and services to effectively communicate their benefits to potential clients.
• Participate in industry events and conferences to network and promote Appian's solutions within the Intelligence Community.

Requirements

• Education: A Bachelor's Degree in Marketing, Business, Communications, Computer Science, or a related discipline is required.
• Experience: A minimum of 5 years in software sales, including at least 2 years as an Enterprise Account Executive, is essential.
• Track Record: Proven success in achieving sales targets and acquiring new customer accounts is necessary.
• Sales Expertise: Demonstrated ability to navigate intricate sales cycles and maintain a consistent job history with a positive trajectory is crucial.
• Communication Skills: Exceptional presentation and communication skills, with experience in conducting thorough client discovery and developing financial business cases, are required.
• Analytical Skills: Strong analytical abilities to assess market trends and competitive landscapes effectively.

Nice to have

• Experience in selling multi-stakeholder software solutions specifically to the Intelligence Community.
• Familiarity with strategic sales methodologies, such as MEDDPICC or Value-Based Selling, is advantageous.
• Knowledge of enterprise platforms like Salesforce or ServiceNow, relevant to our Enterprise-Grade Orchestration environment, is a plus.

Skills & tools

• In-depth understanding of enterprise software sales processes and best practices.
• Proficiency in utilizing CRM tools for effective sales management and pipeline tracking.
• Strong analytical skills to evaluate market trends and competitive positioning effectively.

Practical notes

Base Salary Range: $125,000 - $225,000 USD. The actual compensation will be determined based on various factors, including relevant experience and market conditions at the time of the offer. Sales positions may also qualify for commission plans.

Appian provides a comprehensive benefits package that includes a 401(k) plan with company matching, flexible time off, paid parental leave, as well as medical, dental, and vision coverage. Additional benefits such as life and disability insurance, wellness programs, and more are also offered. Specific benefits may vary depending on the location of employment.

About Appian

Appian is at the forefront of AI-driven automation, specializing in enhancing essential operations for large enterprises and government entities. With over 25 years of experience, we possess a deep understanding of enterprise operations and are committed to helping organizations streamline complex processes. For more information about our solutions and services, please visit appian.com.

Appian is proud to be an equal opportunity employer, dedicated to attracting and retaining a diverse workforce. All qualified applicants will be considered without regard to any characteristic protected by law. We also provide reasonable accommodations for applicants as needed to ensure an inclusive hiring process.