GTM Solutions Leader

McLean, Virginia
Aug 07, 2022
Sep 05, 2022
Full Time
Solution GTM Leader

Location: HQ preferred

Appian Solutions are designed to automate customers' most important business processes. As Solutions GTM Leader, you will capitalize on opportunities to streamline and expand go-to-market activities to drive adoption of Appian Solutions and delight customers. You will work closely with the Appian sales team, strategy and operations team, and Appian partner network to yield measurable results. This is an opportunity for a driven, innovative leader to drive success in a new business unit.

Essential Functions
  • Work with Product, Marketing, Sales, and Industry leaders to build and drive the short and long-term GTM strategy and innovation for Solutions
  • Define key mechanisms, processes, and programs to meet the rapid growth of the business, and achieve revenue attainment and market development objectives
  • Proactively lead joint interlock mechanisms that identify mutual performance objectives, financial targets, and critical milestones
  • Evaluate solutions GTM efforts at the regional level and build regional expansion plans for new and existing products (as applicable based on product offering)
  • Establish and standardize the partner-led GTM motion for Appian solutions
  • Remove sales blockers and accelerate escalations to resolution

Some of the tools and resources we will equip you with include:
  • Training: Start with Value, which is our 2 week training program focused on equipping our sales new hires with the skills and knowledge needed to be successful out in the field. You will also become certified in the ValueSelling Framework® .
  • 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 product is driving digital transformation and with our Appian Guarantee, our customers can even have their first project completed in just 8 weeks. With the market research firm Forrester estimating the low-code platform market will be around $14 billion by 2024, it is no wonder why more and more customers are turning to low-code with Appian. Hear more about our passion for the product from our Director, Solutions Consulting here .
  • 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. Read more about how our sales culture values openness, curiosity, and collaboration here .

Qualifications (Knowledge, Skills, and Abilities):
  • Ability to lead matrixed teams through influence across a broad set of functions and geographies, developing new ideas and creative solutions for ambiguous and complex issues
  • Persuasive verbal & written communication skills with senior leaders
  • Familiar with Change Management techniques
  • Excellent collaboration and negotiations skills with internal and external stakeholders
  • Program management knowledge spanning planning, execution and project delivery
  • Ability to navigate a fast-paced environment with limited direction, balance competing priorities and multiple time-sensitive projects at once and make decisions and recommendations with quick turnarounds
  • Ability to provide meaningful insights of complex data and translate the results into actionable deliverables, messages, and presentations
  • Demonstrated ability to define, refine and implement sales processes, procedures and policies
  • Highly organized, detail oriented, and efficient in ambiguous situations
  • Navigate ambiguous situations and drive to solutions independently
  • Ability to establish new or improve existing processes to drive scale across the organization

Minimum Experience:
  • 5+ years of technology product or strategy experience

Minimum Education, Training, and Certifications:
  • MBA or equivalent advanced degree preferred

Appian is a platform for building enterprise software applications, faster. We help you automate and transform your business by creating new apps from scratch, or by connecting and enhancing legacy applications - all up to 20X faster than traditional development. With Appian, you get the speed of low-code development with the power of intelligent automation in one trusted and unified cloud platform.

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