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Enterprise Account Executive 

 

Enterprise Account Executive

United Kingdom

An exciting field sales opportunity in the commercial sector is waiting for hunters who are results-oriented, performance-driven team players.  Previous experience selling Business Process Management solutions or similar market solutions is required.   
 
Appian Account Executives are tasked with target account prospecting, qualifying, and driving BPM solution sales using consultative selling approaches within their assigned territory.
 
Detailed Description:
 
Relationships:  
 
This role reports directly to the Vice President of UK Sales, and will work within a team of Sales Engineers, Solution Consultants, and Appian Business Partners to achieve assigned quota responsibility.  Ideal candidates will have developed strong relationships with key accounts and possess a portable relationship portfolio.

Character and Capability:

  • A strategic thinker with high energy who takes initiative.
  • Self-guided independent worker who works well in an unstructured environment without well-defined tasks.
  • Highly intelligent with knowledge of the SaaS business from a practical and theoretical level.
  • Able to articulate BPM solutions with credible thought leadership.
  • Has ambition to lead a SaaS practice and wealth creation.

 
Responsibilities:

  • Initiate marketing and sales activities at major accounts within the assigned territory to prospect and qualify opportunities to solve business problems using the Appian Enterprise BPMS.
  • Drive prospect qualification and solution positioning.
  • Orchestrate the development, presentation, and demonstration Appian Enterprise capabilities for qualified prospects.
  • Oversee all aspects of solution proposals including project identification and implementation.
  • Provide territory management data: forecasts, account management documentation, and activity reports to the management team providing basis for account/opportunity planning.
  • Identify, evaluate, and respond to key business issues of the account.
  • Oversee post-sales support to ensure the highest levels of customer satisfaction.
  • Maintain relationships and executive contacts with current and potential customers.
  • Work with the Pre-Sales Systems Engineers, Resellers/Channel Partners, and/or Solution Partners to establish unique value of Appian.

 
 Qualifications:

  • A minimum of 7 years previous direct sales experience, with a minimum of 5 years experience with BPM software or similar applications.
  • Successful applicants will have demonstrated success selling process based applications to enterprise accounts in one or more of the following markets; BPM, ECM, Portal, or Web 2.0 application development environments.
  • Working knowledge of business process automation with a history of qualifying client solution areas and orchestrating multi departmental solution sales.
  • Working knowledge of solution selling methodology and practice.
  • Has proven history of successful sales to major accounts at an enterprise level.
  • Excellent written / verbal communication and presentation skills.
  • Able to work independently, but within a team environment.
 

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