Federal Acquisitions Solutions Sales Director

Expiring today

Location
McLean, Virginia
Posted
Sep 05, 2022
Closes
Oct 05, 2022
Ref
4388400
Function
IT
Hours
Full Time
Federal Acquisition Solutions Sales Director

Location: HQ Preferred

The best salespeople achieve the most when they are selling outstanding products, solutions, and services backed by an extraordinary company. That's what you get when you sell for Appian. We are passionate about driving digital transformation by bringing Appian solutions that provide speed, agility, and efficiency needed to compete and grow. Are you inspired by the chance to solve your customers' biggest challenges? You can make that kind of difference here. Join our team, where you can not only grow your career, but share the success of an industry pioneer.

The Solutions Account Director role is responsible for navigating a primarily greenfield geographic territory, top of funnel activity & prospecting while effectively managing a complex sales cycle (approximately 6-12 months) to a successful close.

To be successful in this role, you need:
  • Experience navigating a Federal sales cycle from start to finish, leveraging internal resources within the larger sales organization, cross functionally with the customer success team and externally across customer and partner ecosystems
  • Experience selling acquisition solutions or other related direct experience with the procurement process
  • Strong presentation skills for delivering in-person and virtual presentations to LOB & IT audiences, highlighting your ability to perform client discovery, communicate ROI and build business value
  • A trusted advisor to both customers and colleagues to leverage multiple stakeholders throughout complex deals
  • Actively seeking to understand industry trends to help position against competitors

Some of the tools and resources we will equip you with include:
  • Training: Start with Value, which is our 5-day training program focused on equipping our sales new hires with the skills and knowledge needed to be successful out in the field, like ValueSelling Framework training.
  • 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. Hear more about growth from one of our Vice Presidents, who started at Appian as an Account Executive here .
  • Product: Our Appian solution products are driving digital transformation in federal agencies, allowing our customers to increase staff productivity and improve program outcomes with a unified suite. In this role, you will have a unique opportunity to become a SME and evangelist for our growing suite of Appian public sector solutions.
  • 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.

Basic Qualifications:
  • 10+ years of direct selling experience and a minimum of 2 years experience as an Enterprise Account Executive, selling complex technologies at the enterprise level to US Federal Agencies
  • Strong network in the Federal Government or related associations (NCMA, ACT-IAC
  • History of consistent quota achievement
  • Examples of landing new customer logos
  • Strong job tenure: history of displaying loyalty and perseverance through long, stable job tenure and positive career trajectory
  • Ability to coach/mentor junior sales staff

About Appian

Before Appian was a company, it was an idea. Not about a product or a market, but about the culture needed to sustain innovation and value. Today, we help businesses build apps and workflows rapidly, with a low-code automation platform.

Appian was founded on the belief that talented and passionate people, given the power and autonomy to excel, will deliver amazing impact. We have worked thoughtfully to create an inclusive, agile and collaborative work environment where employees feel challenged, and all voices are heard. We value and encourage cross-departmental collaboration, and actively seek opportunities to better ourselves and others. Creating impact to us means that when we deliver results, we're focused on lasting positive change.

Join us.

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