Solutions Success Associate

Location
McLean, Virginia
Posted
Apr 19, 2021
Closes
May 19, 2021
Ref
3074670
Function
IT
Hours
Full Time
Communicate sales, service, and support strategy to all customer-facing departments. Understand all Solutions developed by Appian including industry use cases. Provide SME knowledge and internal gap analysis of Solutions. Maintain relationships with key stakeholders in each department and understand each department's role in the solutions pipeline. Recommend modifications to Solutions strategy as needed.

Essential Functions
  • Facilitate execution of solutions strategy across departments, including but not limited to Business Development, Marketing, Sales, Alliances, Customer Success, and Solutions Engineering, for development and execution of Solution strategy
  • Evaluate inter-department processes and escalate risks
  • Work with Solutions Success Manager and Solutions Owner in detecting any problems with market fit or acceptance (both internal and external) of Solutions
  • Maintain and disseminate information across organization of both current and upcoming Solution features
  • Attend and facilitate partner, prospect, and customer meetings alongside Solutions Owner and Solutions Success Manager

Responsibilities by Department

Business Development
  • Review and formulate BDR scripting
  • Ensure that BDRs are enabled
  • Identify and mitigate gaps in Business Development, including lead follow-up, conversion rates, and pipeline

Marketing
  • Identify and mitigate gaps in Marketing, including Solution messaging of features and value

Sales and Solutions Consulting (Sales Engineers)
  • Work alongside the Solutions Success Manager to ensure that the sales force is enabled
  • Observe and analyze conversation rates and opportunity progression

Alliances
  • Work with Solutions Success Manager to ensure that partners are enabled with selling Solutions
  • Evaluate Partner success with building and selling Appian Solutions
  • Review and analyze success and results of Partner-built Solutions

Customer Success
  • Work with Solutions Success Manager to standardize delivery processes and onboard new Solutions customers
  • Evaluate CS success with Solutions

Engineering
  • Provide feedback from Solutions customers

Solutions Engineering (Support)
  • Ensure Solutions Engineers are enabled to handle inbound requests

Supervisory Responsibilities:

No direct supervisory responsibility at this time.

Qualifications (Knowledge, Skills, and Abilities):
  • Excellent organizational skills with ability to effectively manage and prioritize multiple projects
  • Superior communication skills, both written and verbal, including the ability to develop concise and effective communications tailored to specific audiences
  • Strong interpersonal skills
  • Ability to navigate organizational landscapes efficiently
  • Excellent analytical and problem solving skills
  • Strong attention to detail
  • Advanced computer skills including use of Google Drive, Word, Excel, Powerpoint
  • Ability to work independently with limited oversight
  • Previous client facing and/or consulting experience preferred

Minimum Experience:
  • 2+ years of consulting, technology, or strategy experience

Minimum Education, Training, and Certifications:
  • Bachelor's Degree or equivalent required

Working Environment/Physical Activities:
  • Work hours may include weekend and evening
  • Typical office environment with access to laptop, cell phone, Wifi, etc

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.

Appian Corporation is an equal opportunity/affirmative action employer. All qualified applicants will receive consideration for employment without regard to sex, gender identity, sexual orientation, race, color, religion, national origin, disability, protected Veteran status, age, or any other characteristic protected by law. Further, Appian will not discriminate against applicants for inquiring about, discussing or disclosing their pay or, in certain circumstances, the pay of their co-worker, Pay Transparency Nondiscrimination .

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