Enterprise Account Executive - Department of Homeland Security

About the role

At Appian, we embody a culture characterized by intensity and a commitment to excellence, which drives our collective success. Our dedication to maintaining high standards ensures that we deliver quality and accountability in every aspect of our work. By joining our team, you will become part of a passionate group focused on tackling significant challenges and delivering impactful solutions.

Key facts

What you'll do

• Oversee complex sales cycles from inception to completion within the Department of Homeland Security, ensuring clients receive guidance throughout the entire process.
• Build and maintain a robust sales pipeline through targeted outreach, thorough market research, and proactive engagement strategies with prospective clients.
• Deliver compelling presentations, both in virtual settings and face-to-face, to effectively convey the value and return on investment of our solutions to key stakeholders in both business and IT sectors.
• Work collaboratively with cross-functional teams, including Customer Success and Solutions Consultants, to maximize deal size and accelerate the sales process.
• Position yourself as a trusted advisor by conducting in-depth analyses of market trends and effectively differentiating Appian's offerings from those of competitors.
• Utilize CRM tools to track sales activities, manage client relationships, and ensure timely follow-ups on leads and opportunities.
• Engage in continuous learning to stay updated on industry trends, competitive landscape, and evolving client needs, ensuring your approach remains relevant and effective.
• Participate in strategic planning sessions to align sales strategies with the broader goals of the organization and the specific needs of the Department of Homeland Security.

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, with at least 2 years specifically as an Enterprise Account Executive, is essential.
• Demonstrated success in achieving sales targets and acquiring new clients is a must.
• Proven ability to navigate complex sales cycles, with a history of stable employment and progressive career growth.
• Exceptional communication and presentation skills, coupled with the ability to perform comprehensive client discovery and develop detailed business cases that resonate with stakeholders.
• Strong negotiation skills and the ability to influence decision-makers at all levels within an organization.

Nice to have

• Previous experience in selling sophisticated software solutions to Federal Civilian agencies is advantageous.
• Familiarity with strategic sales methodologies such as MEDDPICC or Value-Based Selling can be beneficial.
• Knowledge of enterprise platforms like Salesforce or ServiceNow, which align with our orchestration solutions, is a plus.
• Experience working with government contracts or understanding of federal procurement processes is desirable.

Skills & tools

• Proficient in advanced sales techniques and customer relationship management practices.
• Strong analytical skills to assess market trends and client requirements effectively.
• Familiarity with presentation software and tools that facilitate virtual engagement and collaboration.

Practical notes

• The base salary for this position ranges from $125,000 to $225,000 USD, depending on the candidate's experience and qualifications. Additionally, this sales role may be eligible for commission based on performance metrics.
• Appian provides a comprehensive benefits package that includes a 401(k) plan with company matching, flexible time off, paid parental leave, health insurance, life and disability coverage, wellness programs, and more.
• Benefits may vary by location, so applicants are encouraged to inquire about specifics related to their area of interest.

About Appian

Appian is at the forefront of AI-driven automation, specializing in enhancing critical operations for large enterprises and government entities. With over 25 years of experience in the automation sector, we possess a deep understanding of the complexities involved in enterprise operations. For more information about our innovative solutions and company culture, please visit appian.com.