Enterprise Account Executive - Federal Civilian

About the role

At Appian, we are driven by a culture of intensity and excellence, where we hold ourselves to the highest standards in our work. We approach challenges with a sense of determination and accountability, ensuring that quality is at the forefront of everything we do. By joining our team, you will collaborate with a group of dedicated professionals, all working towards achieving significant goals in the realm of software solutions for the Federal Civilian sector.

Key facts

What you'll do

• Oversee complex sales processes from initiation to closure within the Federal Civilian sector, guiding clients through every stage of their journey.
• Build and sustain a sales pipeline by engaging in targeted outreach, strategic planning for your territory, and active involvement in market activities.
• Deliver persuasive presentations, both virtually and face-to-face, showcasing the value and return on investment of Appian's solutions to key business and IT decision-makers.
• Collaborate with various internal teams, such as Customer Success and Solutions Consultants, to drive deal momentum and maximize value for clients.
• Position yourself as a trusted advisor by analyzing market trends and effectively positioning Appian as a premier choice for prospective clients.
• Engage in regular communication with stakeholders to understand their needs and tailor solutions accordingly.
• CRM tools to track sales activities, manage customer relationships, and forecast sales performance accurately.
• Participate in industry events and networking opportunities to enhance Appian's visibility and establish connections with potential clients.

Requirements

• A Bachelor's Degree in Marketing, Business, Communications, Computer Science, or a related field is essential.
• A minimum of 5 years of experience in software sales, with at least 2 years in a role as an Enterprise Account Executive.
• Demonstrated success in meeting sales targets and effectively acquiring new clients.
• Proven ability to navigate complex sales cycles, supported by a stable employment history and a positive career trajectory.
• Exceptional communication and presentation abilities, with a knack for conducting thorough assessments of client needs and crafting detailed business cases.
• Strong organizational skills to manage multiple accounts and sales processes simultaneously.

Nice to have

• Experience in selling sophisticated software solutions specifically to Federal Civilian Agencies.
• Familiarity with strategic sales methodologies such as MEDDPICC or Value-Based Selling.
• Knowledge of enterprise platforms like Salesforce or ServiceNow, which complements our Enterprise-Grade Orchestration environment.
• Previous experience working with government contracts or understanding compliance requirements in the public sector.

Skills & tools

• Proficient in managing lengthy sales cycles while engaging with multiple stakeholders across various levels of an organization.
• Strong analytical capabilities to evaluate market conditions and the competitive landscape effectively.
• Ability to create and deliver impactful presentations that resonate with senior executives and decision-makers.
• Familiarity with CRM software and sales analytics tools to enhance sales performance and reporting.

Practical notes

The salary for this position ranges from $125,000 to $225,000 USD, with actual compensation dependent on factors such as experience, qualifications, and prevailing market conditions. This role may also include opportunities for participation in a commission plan.

Appian provides a comprehensive benefits package that includes a 401(k) plan with company matching, flexible time off, paid parental leave, health insurance options, life and disability coverage, wellness programs, and access to educational resources. Specific benefits may vary based on location.

About Appian

Appian is a leader in AI automation for critical operations, dedicated to streamlining complex processes for large enterprises and government organizations. With over 25 years of industry experience, our platform is renowned for its reliability and scalability. For further information, please visit appian.com.

Appian is an equal opportunity employer, committed to fostering a diverse and inclusive workplace. We welcome applicants from all backgrounds and provide reasonable accommodations during the application process as needed.