Partner Sales Manager

Description

At Appian we are passionate about driving digital transformation by bringing solutions that provide speed, agility, and efficiency needed to compete and grow for our Customers. To this end we deliver outstanding products, solutions and services backed by an extraordinary company. Our Ecosystem Partners are critical to our success and in helping our Customers deliver on their strategic vision and in their transformation journey. Are you passionate about working with Partners and inspired by the chance to leverage the ecosystem to help solve our 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.


To be successful in this role, you will:

• Drive software revenue growth by leveraging Ecosystem Partnerships

• Build and grow a pipeline of opportunities through targeted programs with Ecosystem Partners to drive expansion in existing accounts and acquire new customers

• Sell technical, complex software to senior executives in our strategic Indian Global System Integrators (IGSIs) for their use in delivering Managed Services (BPO) and development services

• Effectively manage a long sales cycle (approx. 3-9 months) to a successful close

• Collaborate with and develop meaningful relationships within our IGSIs, leveraging these relationships to bring about best-practice experiences for customers

• Collaborate with cross-functional teams including Sales, Partner Solutions Consulting, Customer Success, Support, Solution Engineering, Legal, and Marketing

• Manage, update, and report on key quantitative metrics

• Actively seek to understand industry trends and the competitor landscape to best position our capability with IGSIs

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 the 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 that more and more customers are turning to low-code with Appian. Hear more about our passion for the product from our Director, Solutions Consulting her

• Culture: You will directly contribute to our double-digit year-over-year growth backed by a world-class collaborative sales organisation. In addition, Appian offers a competitive salary and generous benefits. Read more about how our sales culture values openness, curiosity, and collaboration here

About you:

• You are passionate about Partners and have worked in both Sales and Alliances roles previously

• You are self motivated and driven

• You are an energetic and creative professional, with a history of exceeding quotas and driving impactful business for your company

• You prefer a build vs maintain environment, and thrive treading new ground

• You are skilled in working with large global integrators or consultancies to create and execute new GTM plans

• You have a working knowledge of intelligent automation with a history of qualifying client solution areas and orchestrating multi departmental solution sales

• You naturally build trusted and long-running relationships with a wide variety of organisational stakeholders

• You are honest, collaborative, confident and competitive

Basic qualifications:

• Bachelor’s Degree

• 7+ years of enterprise sales and/or Alliances experience

• Experience working in and/or with large systems integrators or consultancies

• Ability to travel 30-40% of the time

About Us

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.