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Corporate Account Executive

Description

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 Corporate Account Executive (AE) role is intended to maximise sales in the unassigned / territory account segment. The primary focus is aimed at closing greenfield opportunities with larger, strategic under-penetrated F2000 accounts while maintaining sustained transactional sales growth. In this role, you will be selling in a territory in an inside environment.

The Corporate AE is tasked to improve sales in the territory by leveraging the partner sales community. Collaborating with the partner ecosystem to identify, develop, accelerate, up-sell and close transactions is critical. The focus is aimed at sales opportunities versus accounts and is achieved by collaborating with partners to identify, develop, accelerate, up-sell and close transactions.

 

To be successful in this role, you will be:

  • Building pipeline through prospecting and top-of-funnel activities

  • Directly selling through an inside, direct marketing environment to deliver sales targets and consistently achieve quota

  • Driving account strategies and coordinate team selling efforts with partners to close business on a quarterly and annual basis

  • Effectively developing channel relationships, communicate and coach ideas and concepts to external partner representatives on how to position and close Appian opportunities

  • Accountable for a quarterly bookings target for Appian products (SaaS) along with packaged services and education offerings

  • Supporting and providing guidance to both field and partner marketing events

  • Accurately forecasting license bookings, specific products revenue, CS bookings and new accounts on a weekly, monthly and quarterly basis via Salesforce.com

  • Accomplishing the workload required for a high-volume sales role

  • Building a business case and establishing value: develop and present proposals to customers with information that demonstrates the ability of the Appian portfolio to meet the customers’ business objectives and justify the sale

 

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.

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 .

 

Basic qualifications:

  • 2-5 years of proven selling experience in a dynamic, highly competitive, ever-changing sales environment

  • Prospecting: a proven track record of penetrating accounts, reaching decision-makers, and closing business

  • Demonstrated experience exceeding/achieving KPIs and targeted business goals

  • A desire to work the bookends of the sale – prospecting and closing with a demonstrated achievement in sales closing

  • Demonstrated ability to take initiative and work independently in a fast-paced team environment ie. positive and competitive attitude with a strong work ethic

  • Passionate about hunting and closing new opportunities

  • Demonstrated time management and communication skills

  • Proficiency with Salesforce.com, LinkedIn Navigator, 6-Sense, G Suite and similar technologies

  • Comfortable supporting Partners negotiating deals with deeply complex terms, conditions, price pressures and considerations

 

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.