Portfolio Vice President, Strategic Multinationals

Remote (United States), Remote (United States)
Jan 28, 2022
Feb 27, 2022
Full Time
The best sales organizations achieve the most when they are selling outstanding products, solutions, and services backed by an extraordinary company. That's what you get when you're part of selling 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.

As the Portfolio VP of Strategic Multinationals you will be accountable for maximizing the retention, growth and profitability of Appian software license and services revenues to Appian's largest existing clients. You will manage a sales team of senior sales professionals in Appian's most strategic accounts, and participate as a member of the cross-functional teams aligned to each account. Building relationships at executive levels within the customer base is fundamental to this position. You will manage our most capable sales professionals, targeting multi-million dollar, strategic, multi-year complex software and services contracts. You will be responsible for ensuring that detailed 3 year account plans are created, maintained and pursued to measurable completion. You will also manage collaboration and splits decisions when engaging with teams in other countries for Strategic Multinational accounts. Given the size of the portfolio of accounts, the decisions made by this role have significant impact to Appian's business.
  • Aggressively pursues and achieves a minimum of 100% of assigned quota (annually and quarterly) through sales of Appian software licenses (new and renewal) and professional services pment (RPS) and profit objectives (annually and quarterly) through the sale of Appian solutions
  • Coaches and leads teams in application of the Value Selling® methodology, tools and buyer-aligned sales process
  • Develops a portfolio business plan and co-develops account plans that pursue complex multi-year deals and Enterprise License Agreements (ELAs) that drive significant customer value, retain and increase Appian's footprint in accounts
  • Participates as an active team member on cross functional account teams for the portfolio of accounts
  • Works collaboratively with EMEA and APAC leaders on "Strategic Multinational" accounts, which are those which require collaboration with Appian staff in other countries. This includes engaging in unbiased, fact based decisions regarding splits using Appian's splits guidelines
  • Uses company's Salesforce.com (SFDC) CRM system and coaches SAEs in its use to consistently manage the sales pipeline
  • Meets regularly with the sales team in one on one and group meetings to review and update sales forecasts
  • Participates in Appian forecast sessions and presents accurate forecasts to within 7% of actual finish for the forecasting period
  • Follows Appian's approval process to construct, negotiate and execute profitable and repeatable multi-year contracts with existing Appian customers
  • Coaches and makes decisions using the knowledge of Appian licensing and pricing policies to construct solutions to meet client's procurement and accounting requirements in alignment with Appian's objectives
  • Collaborates with Deal Desk members, Legal and Finance to create a standard multi-year non-cancelable deal frameworks and practices.
  • Coaching, training and development of sales professionals in proper multi-year deal construction and selling
  • Creatively leverages the understanding of Appian technology to particular account applications to position Appian to deliver high customer value
  • Use Bulletproof Hiring® screening and discipline to ensure only the best sales candidates are hired
  • Proper, repeatable delivery of the Persona Interview®
  • Works with little direction and makes decisions using own judgment in planning, organizing and scheduling work

To be successful in this role, you need:
  • 10+ years experience in enterprise software sales and a minimum of 2 years as a sales team leader
  • Ability to manage a heavy workload in a multitasking and occasionally chaotic environment
  • Thrive under pressure and provide fast turnaround
  • Value Selling®, Bulletproof Hiring®, Sales forecasting
  • Superior problem-solving, investigative and organizational skills
  • Ability to multi-task and deliver on time with high degree of accuracy
  • Ability to work under pressure through fluctuating volume demands and tight deadlines
  • Excellent written communications including proofreading skills
  • Creative and flexible approach/style in preparing presentations and documents
  • Excellent human relations/collaboration/communication skills
  • Knowledge of general accounting principles
  • Proficient in Microsoft Office (Word, Excel, PowerPoint and Outlook) applications and Salesforce.com
  • Ability to acquire customized business application usage knowledge quickly.
  • Good understanding of computer networking environment.
  • Excellent knowledge of Internet and Intranet methods and tools.
  • Diplomacy and tact required in internal and external relationships.
  • Experience working with Sales or Marketing teams, or interfacing with Contracts or Finance would be advantageous

Some of the tools and resources we will equip you with include:
  • Training: Sales Fast Start, 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 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 from one of our Regional Vice Presidents here about how our product has kept him with the company.
  • 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. Hear more for an Account Executive herself on how Appian is the most inclusive sales environment she's ever worked in here.

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.

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